客户发展经理 - 法律科技 / AI - 东海岸
Customer Development Manager - Legal Technology / AI - East Coast
这家客户是一家全球性、快速发展的法律科技/AI SaaS公司，采用以客户为中心、积极进取的方法。
我们正在寻找一位客户发展经理加入ANZ销售团队——该职位可位于悉尼或墨尔本，完全远程办公；如果在布里斯班，可采用混合办公模式，从优质的办公室工作。你将通过交叉销售、升级销售和解决方案扩展来管理现有律师事务所客户的组合。
与客户成功、产品、市场和合作伙伴紧密合作，你将成为客户的可信顾问，通过理解他们的业务、识别未来需求并推荐帮助他们成长的解决方案来帮助他们。
职位简介
- 你将负责与澳大利亚和新西兰的现有客户建立牢固的关系，同时发现他们扩大平台使用机会。
- 你将与公司内部协作，确保客户从我们的解决方案中获得最大价值，同时为收入增长、客户留存和长期业务成功做出贡献。
- 管理澳大利亚和新西兰地区的现有律师事务所客户组合。
- 识别能为客户创造价值的交叉销售、升级销售和解决方案扩展机会。
- 制定支持客户增长和留存的战略账户计划。
- 与关键决策者建立信任关系，并成为他们的战略顾问。
- 进行客户业务回顾，并主导关于未来机会的商业对话。
- 与客户成功、市场、产品和合作伙伴合作，提供无缝的客户体验。
- 在Salesforce中维护准确的销售管道、预测和客户活动。
- 收集客户反馈，并向产品和市场团队提供有价值的见解。
- 与战略合作伙伴建立关系，以支持共同的客户增长。
- 实现季度收入目标，同时保持高水平的客户满意度。
我们希望你具备
- 三年以上在法律科技领域的客户成功或客户管理经验，熟悉实务管理和会计解决方案。
- 你能够建立值得信赖的关系，从而实现长期的合作和商业成功。
- 你能够发现客户价值扩展的机会，并自信地进行商业对话。
- 你花时间了解客户的业务，并量身定制真正满足其需求的解决方案。
- 你喜欢与销售、客户成功等跨部门团队合作。
查看英文原文
This client are a global, fast-growing Legal Technology /AI SaaS company with a customer centric, progressive approach.
We're looking for a Customer Development Manager to join the ANZ Sales team - this role can be based Sydney or Melbourne fully remotely or if Brisbane based, hybrid from great offices. You will manage a portfolio of existing law clients' through cross-sell, upsell and solution expansion.
Working closely with Customer Success, Product, Marketing and Partnerships, you'll become a trusted advisor to your customers, helping them by understanding their business, identifying future needs and recommending solutions that help them grow.
About the Role
- You'll be responsible for developing strong relationships with existing customers across Australia and New Zealand while identifying opportunities to expand their use of the platform.
- You'll work collaboratively across the business to ensure customers achieve maximum value from our solutions while contributing to revenue growth, customer retention and long-term business success.
- Manage a portfolio of existing law firm customers across Australia and New Zealand.
- Identify cross-sell, upsell and solution expansion opportunities that deliver value to customers.
- Develop strategic account plans that support customer growth and retention.
- Build trusted relationships with key decision-makers and become their strategic advisor.
- Conduct customer business reviews and lead commercial conversations around future opportunities.
- Partner with Customer Success, Marketing, Product and Partnerships to deliver a seamless customer experience.
- Maintain an accurate sales pipeline, forecasts and customer activity within Salesforce.
- Capture customer feedback and provide valuable insights to Product and Marketing teams.
- Build relationships with strategic partners to support mutual customer growth.
- Achieve quarterly revenue targets while maintaining high levels of customer satisfaction.
About You
- Three + years in customer success or account management role within legal technology, familiar with practice management and accounting solutions.
- You build trusted relationships that create long-term partnerships and commercial success.
- You identify opportunities to expand customer value and confidently navigate commercial conversations.
- You take time to understand your customers' businesses and tailor solutions that genuinely meet their needs.
- You enjoy working across Sales, Customer Success, Marketing, Product and Partnerships to deliver the best customer outcomes.
- You communicate confidently with executives, simplify complex ideas and build credibility through honesty and follow-through.
Originally posted on Himalayas