We are seeking an Account Manager to cultivate existing client relationships up to Board Level. Orgvue works with some of the largest global brands and the Account Manager will be responsible for cultivating and expanding relationships, monitoring overall experience, retaining and growing revenue via expansion of license and services.
RoleThe position offers a unique opportunity to develop relationships with key contacts in Enterprise firms (CHROs, CFOs, COOs), identify opportunities, negotiate and upsell, and work with the delivery teams to deploy our organization modelling platform, Orgvue.
This individual will set account strategy, facilitate ongoing business reviews, and work with a highly collaborative and dynamic team of professionals to bring best-in-class guidance and technology to the client. Account managers will maintain a 360 degree view of the client's business, accounting for relationships with consulting partners, growth paths, risks and opportunities to further embed Orgvue.
Responsibilities- Manage a $2-6 Million book of business between 12-25 accounts.
- Research existing accounts to assess business opportunities for upsell, renewal value and services revenue.
- Collaborate with assigned account teams to create and maintain account plan; pull on relevant colleagues within the business to meet account needs
- Provide input to marketing and engagement campaigns targeting existing accounts / customers
- Manage client account data, follow up on marketing lead activity and follow relevant processes to capture outcomes
- Identify and facilitate appropriate coaching and content for clients based on their maturity, ambition and business context
- Use domain experience, understanding and thought leadership (e.g., disruptive trends) to establish and grow relationships with influencers and decision-makers in existing accounts.
- Lead solution discovery to understand client requirements, objectives and priorities.
- Present the Orgvue platform including team and/or consultative presentations and efforts.
- Work with existing clients to further develop their communities and provide new introductions.
- Work with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts.
- Maintain strong upsell, renewal and services pipeline, and forecast to increase visibility of short and long-term prospects through our CRM.
- Meet agreed monthly/quarterly/annual performance objectives in both upsell activity (meetings/demos) and quota achievement.
- Collaborate with internal stakeholders in Customer Experience, Revenue and R&D to communicate and escalate product challenges and opportunities based on market observations and client feedback
Alliances Ecosystem & Co-Selling
- Work closely with alliance manager and partner teams to understand and assess joint pipeline and potential opportunities with partners, maintain understanding of Orgvue relative to partner propositions and strategies.
- Help develop compelling joint value propositions to help drive growth in our project business and conversion opportunities.
- Where appropriate develop joint account plans with our strategic partner(s) and identify opportunities to embed, enhance and grow Orgvue usage further for both projects and long-term license use cases.
Requirements- Bachelor's degree or equivalent experience required.
- Experience in a client facing role
- Demonstrated commercial acumen and track record of achieving objectives
- Understands and demonstrates aptitude in managing and leveraging relationships to secure business and executive alignment at accounts.
- Extensive latitude for independent judgment and the ability to travel and work without supervision on complex projects.
- Demonstratable knowledge and ability to speak to Orgvue business domains, specifically HR technology, organisation transformation, organisation design, HR processes, workforce planning
- Demonstrable knowledge of FSI, Healthcare, Energy, FMCG, TMT or Retail verticals; business acumen to identify and articulate opportunities
- Excellent verbal and written (including presentations) communication skills, including the ability to speak publicly to groups.
Benefits- Wellbeing: Sanctus Coaching, Headspace mindfulness app, Virtual fitness sessions, Wellbeing webinars, Annual Wellbeing day
- 25 days paid vacation (plus 1 extra day for every year of employment up to a maximum of 30 days)
Here at Orgvue we promote individualism and a diverse workforce to build on our future success
