关键客户经理
Key Account Manager
**关于Acquia**
Acquia赋能全球最具雄心的品牌，打造有意义的数字客户体验。以开源Drupal为核心，Acquia数字体验平台（DXP）使成千上万全球组织的营销人员、开发人员和IT运营团队能够快速构建和部署吸引客户的数字产品和服务，提升转化率并帮助企业在竞争中脱颖而出。
总部位于马萨诸塞州波士顿，Acquia是一家经过认证的优秀工作场所公司，被The Software Report列为全球顶级软件公司之一，并被分析机构视为市场领导者。我们是Acquia。我们正在为未来而建设，我们希望你成为其中一员！
**在Acquia探索职业发展**
我们的招聘流程旨在帮助你做出最明智的决策。Acquia致力于提供一个包容、透明、高效且具有教育意义的面试体验，帮助你探索在Acquia的职业机会。
你将在这里发现职业发展的机会，并从一支赋能你突破界限、成就非凡的全球团队中学习。
**职位机会**
Acquia正在寻找一位高影响力、结果导向的关键客户经理，负责推动北美地区最重要的战略合作。在这个职位上，你不仅仅是管理客户名单；你还是战略顾问和增长引擎。你将负责所负责客户账户的健康状况、留存率以及——至关重要的是——商业扩展。
这是一个与顶尖开源技术合作的绝佳机会，处于高速增长的市场中。你将成为客户的内部倡导者，确保卓越的体验，同时发现未被挖掘的潜力，扩大Acquia在客户组织中的影响力。
**主要职责**
- 战略客户增长：主动识别、协商并完成现有业务中的扩展机会（升级销售和交叉销售），以超越增长目标。
- 关系管理：与关键利益相关者、业务用户和采购团队建立并维护深层次的关系，确保长期合作关系的健康。
- 留存与续约：与专门的续约经理紧密合作，确保顺畅的续约体验。你将提供必要的战略背景和账户健康洞察，以降低流失风险并促进及时的合同执行。
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**About Acquia**
Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.
Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it!
**Career Exploration at Acquia**
Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia
You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary.
**The Opportunity**
Acquia is seeking a high-impact, results-oriented Key Account Manager to champion our most strategic partnerships across North America. In this role, you aren’t just managing a list of clients; you are a strategic advisor and a growth engine. You will be responsible for the health, retention, and—critically—the commercial expansion of your assigned accounts.
This is a premier opportunity to work with best-of-breed open-source technology in a high-growth market. You will act as the customer’s internal advocate, ensuring a world-class experience while identifying untapped potential to grow Acquia’s footprint within their organization.
**Primary Responsibilities**
- Strategic Account Growth: Proactively identify, negotiate, and close expansion opportunities (upsells and cross-sells) within your existing book of business to exceed growth targets.
- Relationship Management: Build and maintain deep-rooted relationships with key stakeholders, business users, and procurement teams to ensure long-term partnership health.
- Retention & Renewals: Partner closely with dedicated Renewal Managers to ensure a seamless renewal experience. You will provide the strategic context and account health insights necessary to mitigate churn risk and facilitate timely contract executions across your territory.
- Customer Advocacy: Act as the "voice of the customer" within Acquia, collaborating across Sales, Technical Support, and Finance to resolve issues and optimize the customer journey.
- Strategic Planning: Create and execute data-driven territory plans designed to maximize both account retention and lifetime value (LTV).
- Operational Excellence: Maintain rigorous hygiene within Salesforce and other CRM tools, ensuring accurate forecasting and account documentation.
**Job Requirements**
- Experience: Minimum of 5 years in an Account Management or Success role, specifically selling/managing complex cloud or SaaS solutions for large enterprises.
- Expansion Track Record: A proven history of owning and exceeding a sales quota, with a specific focus on growing revenue within existing accounts.
- Leadership & Collaboration: Exceptional communication skills and the ability to lead cross-functional teams to deliver on customer needs.
- Self-Starter Mentality: Ability to drive account strategy proactively with minimal oversight, thriving in a fast-paced, high-autonomy environment.
- Analytical Rigor: Highly detail-oriented with the ability to prioritize tasks, manage multiple systems, and navigate complex procurement cycles.
- Tech Stack: Proficiency in Salesforce.com and Google Workspace (Google Docs, Sheets, Slides, and Drive) is required.
We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.
Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more!
Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation.
Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.