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Percolate

Marketing platform that helps brands create and manage content and social media at scale.

Sr. Account Manager - New York
New York City, NY, US
Job Description / Skills Required

Percolate is The System of Record for Marketing®. With offices in NYC (HQ), SF, Miami, and London, Percolate provides the world’s most complex marketing organizations the visibility, coordination, and governance they need to successfully execute their marketing strategy. Over 800 brands including GE, Unilever, Mastercard, Levi’s, and Cisco trust Percolate to drive brand and revenue growth.

The Percolate Sr. Account Manager focuses on renewing and expanding business with a select number of Enterprise accounts. This strategic role is responsible for owning the relationship and driving the overall commercial strategy. Additionally, the AM will be responsible for customer health, introducing new features/functionality and expanding usage in the accounts to new users/teams/locations.

This is an exciting and challenging opportunity for a high performing individual with both enterprise sales and customer success acumen, who has a strong understanding of Marketing and MarTech Landscape to join a dynamic company and be compensated for maximizing customer retention and revenue growth.

Requirements
6+ years of relevant experience
Proven track record of exceeding quota in a retention or sales role
Strong customer references from prior commercial roles
Experience in SaaS sales (ideally MarTech) and Account Management experience working with leading Enterprise organizations and their software deployments
Strong understanding of multi-channel marketing (including, but not limited to, email, tv, social, display), content marketing, marketing project management, marketing analytics and agency dynamics
Building consultative relationships with senior members of marketing and IT management, building top down, bottom up relationships within your customer accounts, and applying formal strategic account planning and sales methodologies
Generating a pipeline, and qualifying and identifying expansion opportunities that you drive to close
Preparing and negotiating renewals, rightsizing existing contracts based on usage and revised pricing models, and legal/procurement negotiations experience
Communicating with customers about complex ideas and transformative concepts that will benefit them
Strong written and verbal communication skills including C-Level presentation skills
Identifying business challenges and shape solutions that fit the Percolate platform vision
Understanding and communicating fluently about Percolate product and solutions to non-technical users and buyers
Ability to think on your feet and work under tight timelines while staying calm under pressure
Self-motivated, disciplined, and proactive individual, with history of achieving goals and exceptional client service
A true “farmer”, a nurturer, a strategic partner, and an individual that thrives on their client’s growth and success
Responsibilities
Complete ownership for customer renewals
Identify and put together account plans that map out expansion and other upsell opportunities
Maintain an active pipeline of forecasted renewals and expansions to meet quota objectives
Be customer’s primary day-to-day point-of-contact and quarterback customer’s needs and requirements. Co-develop and execute strategic account plans to guide interaction with customer
Develop and manage the delivery of regular Executive Business Reviews (EBRs) to ensure mutually agreed upon business objectives are being achieved, customer is clear on the value being delivered and a clear path of growth is established for the partnership
Manage the customer relationship across all levels: executive, stakeholders and users
Become a trusted partner who Customers rely on as a source of objective industry insight
Work with Account Executive (if assigned to customer) to identify and engage new business opportunities in other divisions/regions of given customer
Leverage Percolate’s Services Teams to increase usage, drive product adoption, and optimize current investment, while identifying opportunities for expanded use and possible integrations into the customer’s process and existing marketing technology
Work in close collaboration with Leadership, Sales, Marketing, Product, Support and Services teams to resolve issues and improve overall customer satisfaction in assigned customer accounts
Maintain working knowledge of the complete capabilities of Percolate services and of Percolate internal operational processes