Strategic Account Manager I
你是谁你会像其领导一样思考一个账户。你花时间了解客户的商业模式，战略优先事项，他们衡量什么，以及事件如何与他们的战略优先事宜和目标联系起来，关键利益相关者是谁，对它们重要的是什么。保留和增长来自于此。你拥有强大的商业敏性和商业技能，你好奇，并推动发现出现未被声明的机会，你分析，使用判断力和批判性思维，并且很舒服地做出一个实数后面的商业案例。你可以从一个基于自己的知识和洞察力在账户的强大位置管理帐户。你看到整个画面，当它重要时可以进入细节。你与他人一起工作，分享你所知道的事情，而不是反应，你会走几步前于风险。如果你喜欢建立长期合作关系并推动机会增长，你就会在 Swoogo 家里。你将做什么？你将向账户管理副总裁报告，拥有高价值账户组合。你将通过了解客户的优先事项比任何其他用户都更好地实现保留和扩张，并在续订之前向他们展示价值。你将与 CSM,财务，法律和产品密切合作。这里的战略更新意味着它是绑定到账号计划，与竞争对手相反，并且由多年的故事支持，关于客户获得的价值，而不是只是合同按时签署。每天看起来会有点不同，但一般情况下你会：· 建立和保持每个客户的账户配置文件和计划，公司配置文件和战略优先事项，使用情况和建议，白空间和扩张分析以及事件技术堆，以便你知道任何人都问之前增长在哪里。· 在每个帐户中映射利益相关者和购买委员会：谁有影响力，谁做出决定，对每一个利益相关者的重要因素是什么，以及政治如何看起来。· 进行有效的发现以找到客户尚未大声表示的优先事项并利用所学到的知识来塑造计划。· 与每个客户一起构建业务案例。管理商业评价是你将 Swoogo 与其自己的战略目标联系在一起，并显示出量化 ROI 和结果。· 与高级利益相关者建立多线程的关系，并作为他们可信任的顾问。·早期发现更新风险。
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Who You Are
You think about an account the way its leadership does. You take the time to understand the customer's business model, strategic priorities, what they're measured on, and how events tie to their strategic priorities and goals, who the key stakeholders are and what’s important to them. Retention and growth follows from that. You have strong business acumen and commercial skills, you're curious and you drive discovery that surfaces unstated opportunities, you’re analytical, use judgment and exercise critical thinking, and are comfortable making a commercial case with real numbers behind it. You manage your accounts from a position of strength based on your knowledge and insights into your accounts.
You see the big picture and can get into the details when it matters. You work well with others, share what you know, and you're a few steps ahead of risk instead of reacting to it. If you like building long-term partnerships and pushing for growth when the opportunity is there, you'll be right at home at Swoogo.
What You'll Do
You'll report to the VP of Account Management and own a portfolio of high-value accounts. You will deliver retention and expansion from knowing your customers' priorities better than anyone else on the account and showing them value long before renewal comes up.
You'll work closely with CSMs, Finance, Legal, and Product. A strategic renewal here means it's tied to an account plan, positioned against the competition, and backed by a multi-year story about the value the customer is getting, not just a contract that gets signed on time.
Every day will look a little different, but in general you will:
- Build and keep an account profile and plan for each customer, company profile and strategic priorities, use case and recommendations, whitespace and expansion analysis, and event tech stack, so you know where the growth is before anyone asks.
- Map the stakeholders and buying committee in each account: who has influence, who makes the decision, what’s important to each stakeholder and what the politics look like.
- Run effective discovery to find the priorities customers haven't said out loud, and use what you learn to shape the plan.
- Build the business case with each customer. Executive business reviews are where you connect Swoogo to their own strategic goals and show quantified ROI and outcomes.
- Develop multi-threaded relationships with senior stakeholders and act as a trusted advisor to them.
- Spot renewal risk early in partnership with CSMs and decide when to push, when to hold, and when to bring in help.
- Negotiate multi-year agreements from a position of knowledge, with the customer's usage, value, and alternatives in hand.
- Keep track of the competitive landscape, industry trends and other event solutions used at the customer’s organization.
- Work with Finance, Legal, and Product to structure deals that make sense for both sides.
- Bring customer insights to leadership to inform pricing, packaging, and the product roadmap.
- Keep renewal forecasts and the expansion pipeline current in Salesforce.
What You've Done Before
- You've worked in SaaS account management, ideally in enterprise or strategic segments.
- You've done account planning and whitespace analysis, shown customers ROI and outcomes, and negotiated complex multi-year deals.
- You have experience managing relationships with VP and C-level stakeholders at large, complex enterprise organizations
- You've managed a book of business with a focus on GRR and NRR. You know how to balance corporate rigor with customer empathy, and you work with urgency, precision, and care.
Benefits, & How We Work
Learn moreabout Swoogo, how we work, and ourPerks & Benefits.
Swoogo is committed to providing a work environment free from discrimination, sexual harassment, and all forms of abusive conduct. We do not tolerate harassment or discrimination of any kind—whether committed by managers, peers, clients, or vendors. We strictly comply with all applicable employment laws, including Title VII of the Civil Rights Act, the Americans with Disabilities Act (ADA), and the Age Discrimination in Employment Act (ADEA).
Originally posted on Himalayas