Job Description
As an Account Management Executive you will have complete ownership of a set of our medium-sized customer accounts and responsibility towards the renewals, up-sell and cross-sell opportunities from these. Based on customer's needs you will support them and drive adoption of Zoho's suite of products. You will build long-term, trusting relationships with various stakeholders within a customer organisation. We truly believe that we will be successful only if our customers are successful and if they derive the value and ROI from their investment in our technology.
Please note: This is a hybrid role and as such you are expected to work from our Milton Keynes office at least 3 days a week and 2 days from home.
Responsibilities:
* Primary ownership and accountability for ensuring customer growth, satisfaction, and retention within the assigned accounts, our SMB size customer portfolio.
* Develop new business opportunities in your existing customer portfolio to meet upgrade and cross-sell revenue targets.
* Build strong relationships with all key decision makers and influencers across the organisation.
* Create, maintain and execute an account plans for these accounts and coordinate with appropriate internal domain experts for delivery.
* Uncover and mitigate any risk that threatens your customers' growth, satisfaction, or renewal. Resolve issue escalations, if needed, working closely with our support, product and engineering teams.
* Collaborate with customer's implementation partner, wherever needed to achieve overall satisfaction with the solution and create a trusted 3 way partnership between customer, partner, and Zoho.
* Use solution selling expertise to respond optimally to customer needs and help them realize business value from adopting Zoho's suite of products.
* Strengthen client relationships through regular engagements and face-to-face meetings.
* Forecast and track key account metrics (e.g. renewal, upgrades and pipeline).
* Build a solid base of reference-able customer contacts.
Requirements
* 3-5 years of business development experience in software/SaaS background, with 2+ years of Account Management experience managing MM companies.
* Prior experience in selling SaaS applications such as CRM, ERP, Accounting and HRMS is preferred.
* Proven track record of growing business from existing customer accounts and consistently exceeding revenue targets.
* Ability to deliver effective presentations and product demos highlighting the key value proposition.
* Strong communication, interpersonal and consultative skills.
* Comfortable working independently in a distributed and remote environment.
* Open to travel domestically for customer meetings.
* Comfortable using tools such as CRM for process management and reporting.
Benefits
* This is a full-time position with a 40-hour working week.
* 25 annual leave days.
* Permanent contract.
* Pension contributions.
* An entrepreneurial and supportive environment with opportunities for career progression into senior and leadership roles.
* Macbook and additional screens for your WFH setup.
* A vibrant international environment.
It is important for the applicant to hold a national or EU passport, have a valid work authorisation and be within commutable distance.
The successful candidate will be subjected to background verification in compliance with the national legislation and market standards.
Join Zoho Corporation Europe today and be part of a company that is revolutionising the way businesses operate.
Together, let's shape the future of business software!
Requirements
● Possess 5+ years of experience as a Solutions or Pre-sales Consultant, or within an IT consulting environment focusing on SaaS or software products. ● Proficiency in Enterprise SaaS applications, including CRM (preferably), ERPs, Legacy Systems, APIs, and Integrations. ● Demonstrated experience in handling RFI/RFP processes. ● Exhibit strong sales and consulting expertise, coupled with exceptional communication and interpersonal skills. ● Ability to operate within a Hybrid model and willingness to travel for client meetings. ● Ability to build internal relationships and collaborate effectively with internal teams globally, as well as nurture external relationships with clients. ● Embrace a "Why over How" approach to addressing customer pain points