5+ years in enterprise revenue generation or account management
Experience managing Fortune 1000 accounts
Background in supply chain management, logistics, law enforcement, or cargo security
Strong written and verbal communication skills across all levels
Financial acumen for forecasting and pipeline management
Self-motivated with a desire for success
Ability to navigate complex global customer environments
Responsibilities
Retain and grow customer relationships within the assigned portfolio
Engage with C-Level and VP-Level executives to drive digital transformation
Maintain customer satisfaction while expanding service contacts
Manage pricing, negotiation, and execution of contract renewals
Advocate for solutions to customer challenges to meet revenue goals
Collaborate with various departments to align client needs with product roadmap
Partner with Customer Success Management for strategic business reviews
Maintain regular on-site presence at client offices in the Bay Area
Benefits
Top employee health and well-being benefits
401(k) Matching
Caregiver/adoption/family leave
Employee Assistance Program
Self-paced Development & Training program
Rotating company 'Perks at Work' program
Flexible PTO policy
Business casual dress
Full Job Description
The Role
As a Key Account Manager based in San Jose, you own a portfolio of Overhaul's strategic enterprise accounts, accelerating growth by highlighting Overhaul's Enterprise business solutions that greatly increase supply chain visibility, integrity, and security. Most of your accounts will be based in or near Silicon Valley, though your portfolio may also include accounts headquartered elsewhere. Through your expertise and understanding of each client's needs, you outline uniquely beneficial combinations of our software and services solutions that deliver on customer and business goals while creating demand for the future.
You are enthusiastic about our service suite and inspiring clients to share in your enthusiasm while retaining current service and expanding future value from Overhaul's suite of services. You have developed a keen ability for identifying roadblocks and overcoming obstacles to increase business and enhance the client experience. You flourish in a fast-paced environment and are energized by being on the ground with your accounts - this role involves regular on-site presence at client offices throughout the Bay Area, working in person with the teams you support.
Key Account Manager Responsibilities:
Retain customer relationships, while growing the Overhaul service suite within the assigned customer base.
Interacting with C-Level and VP-Level Executives, driving the digital transformation strategy for assigned account base.
Maintain existing customer relationships and satisfaction, while gaining new customer contacts for Overhaul services. Create cross-department relationships and value in the customer base.
Manage the pricing, negotiation, and execution of client contract renewals and expansion.
While selling existing solutions, work within the business to advocate for solving additional customer challenges, resulting in revenue quota attainment.
Working with operations, marketing, product, engineering, and data science departments to align future client needs with product and services roadmap.
Coordinate and partner with Customer Success Management (CSM) team members for strategic business reviews with clients to guide vision and execution of expanded Overhaul services.
Ability to navigate the customer and the business to reach revenue goals.
Maintain a regular on-site presence for your Silicon Valley-based accounts - for example, splitting your week across one or more client offices in the Bay Area - while managing any accounts based outside the region remotely or through periodic travel, depending on account assignment.
About you:
Demonstrable history of achieving company revenue goals and growth while enabling a long-term customer relationship
Capable of thriving in fast-paced Start-Up environment
5+ years' experience in enterprise revenue generating or account management role
Previous management of Fortune 1000 accounts
Based in or willing to relocate to the San Jose / Silicon Valley area, with the flexibility to work on-site at multiple client offices across the Bay Area each week
Ability to travel regionally between client offices across the Bay Area, and further domestically or internationally as needed for accounts based outside the region.
Strong written and verbal communication skills
This role will communicate within all paygrades at the customer base and within Overhaul. This is from dock worker to senior executive level.
Financial comprehension for account(s) forecasting, pipeline creation and management, invoicing, etc.
Excellent analytical and communication skills with strong business acumen and intuition
Self-motivated - possess a strong desire to be successful and self-directed
Passion for fast-paced, high-growth and challenging environments
Experience navigating a complex, global customers across all departments: Logistics, Operations, Security, Cyber Security, etc.
Perks and Benefits
Top employee health and well-being benefits
401(k) Matching
Caregiver/adoption/family leave
Employee Assistance Program
Self paced Development & Training program
Rotating company 'Perks at Work' program
Flexible PTO policy
Business casual dress
About Overhaul
Overhaul is a supply chain integrity technology company that allows shippers to connect disparate sources of data into the first fully transparent platform designed for the logistics industry. The platform utilizes machine learning and blockchain technology to provide customers with visibility into their supply chain, from end to end. Overhaul's platform is designed to help shippers reduce risk, increase efficiency, and improve customer satisfaction. The company was founded in 2016 and is headquartered in Austin, Texas.
