Position Summary:
The Associate Vice President of Sales Development at Perforce is searching for an Account Manager to join the team. In this role, you will be responsible for growing and retaining revenue within our existing customer base by selling additional licenses, cross‑selling new products, and ensuring our customers derive maximum value from our solutions. You will build and nurture strong relationships with key stakeholders, identify growth opportunities, and proactively address potential retention risks to deliver a superior customer experience.
Responsibilities:
* License Expansion & Cross‑Selling:
* Proactively identify opportunities to sell additional licenses and cross‑sell complementary products to existing customers.
* Work closely with customers to understand their evolving needs and align our solutions to their business goals.
* Customer Relationship Management:
* Build and maintain strong relationships with key stakeholders, including technical owners, practical owners, economic decision‑makers, and procurement contacts within accounts.
* Serve as the primary point of contact, fostering trust and ensuring open communication.
* Business Reviews & Retention:
* Conduct business reviews with customers 6–9 months prior to their renewal to assess their current usage and identify any adjustments needed in licenses or product mix.
* Proactively identify potential retention risks and collaborate internally to mitigate them.
* Value Validation:
* Validate and communicate the value of our products to customers, ensuring they achieve the expected outcomes and ROI.
* Gather and share customer success stories and feedback to showcase the impact of our solutions.
* Sales Execution:
* Create and deliver accurate quotes and contracts tailored to customer needs.
* Drive contract negotiations and close deals efficiently to achieve sales targets.
* Internal Collaboration:
* Work cross‑functionally with internal teams (e.g., Customer Success, Product, Support, and Finance) to address customer needs and ensure a seamless experience.
* Advocate for customer feedback internally to drive continuous improvement in products and services.
* Customer Delight:
* Uphold our commitment to "delighting every customer" by going above and beyond to exceed expectations.
Requirements:
* 3+ years of proven experience in account management, customer success, or a related role, with a focus on sales and retention.
* Strong understanding of the sales cycle, including quoting, contracting, and closing business.
* Excellent interpersonal and relationship‑building skills, with the ability to navigate complex organizational structures.
* Exceptional communication and presentation skills, both verbal and written.
* Strong problem‑solving and critical‑thinking abilities, with a proactive approach to addressing challenges.
* Ability to work collaboratively with cross‑functional teams in a fast‑paced environment.
* Demonstrated ability to take the initiative and work in a self‑directed manner.
* Ability to thrive in a changing environment. Comfortable with ambiguity and rapidly evolving domain.
* Ability to quickly learn and understand new technologies and software products.
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