EMEA/JPAC Account Management Director

ServiceMax ,
London, Greater London
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Job Description

ServiceMax is on a mission:enabling field service teams to keep the world running. A career at ServiceMax means unleashing your potential to build, sell, implement and market award-winning products with a #wintogether and #customerobsessed approach.From MRI machines to gym equipment, customers around the globe rely on ServiceMax's cloud-based software platform to keep these machines - andtheworld - running,every single day. Job Description The Director of Account Management is responsible for providing operational leadership to a team of regional account managers in charge of generating revenue, customer success and renewals for ServiceMax accounts within the region. The Director of this group will provide business and operational leadership as well as be a player and lead from the front. The role is responsible for the customer base across Europe, Middle East, Japan and Asia Pacific with a team of 5 Account Managers. This role will be responsible for a total revenue increase, customer success rates as well as renewal rate targets across a book of enterprise business accounts. He/she is responsible for creating long-term, trusting relationships and ensuring we have raving fans in our customers. We truly believe that customers will stay and expand if they are successful and see the value and ROI from the product and investment. Key Responsibilities * Analyze account pipeline data and provides predictions to management * Manage sales plans by developing and assigning individual targets, supports and motivates sales representatives in achieving their plans * Ensure the definition and execution of Account Plans * Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors * Negotiate contracts and close agreements to maximize profits * Negotiate and manage all aspects of the renewal process * Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders * Track the customer journey, ensure adoption of the software and help our customers reach their desired outcomes from the ServiceMax solution * Develop new business with existing clients and/or identify areas of improvement to meet sales quotas * Forecast and track key account metrics (e.g. quarterly and annual renewal and expansion pipe) * Gain permission from customers to use their feedback in various forms of reference activities * Analysis, reporting evaluation and development of KPI's * Approve commercial agreements and drives reviews in line with organizational procedures * Support the direct team in customer negotiations * Maximize NPS across the regional customer base * Initiate, develop and implement sales-oriented customer events, activities, campaigns, company and product presentations and trade fairs if required * Be aware of and understand the key commercial strengths and weaknesses of competitors and the full scope of their propositions, exploiting weaknesses and maximizing our strengths in pursuit of the growth goals * Keep up-to-date knowledge of the industry, as well as the competitive posture of the company, and prepares activity and forecast reports as requested What you will bring to this role We are looking for a collaborative leader full of drive, energy and grit! Someone who is a self-motivated hunter with empathy, integrity, and an entrepreneurial approach will succeed on our team. * An obsession with the customer experience * A passion for winning together in collaboration with the broader team * Experience working with large B2B SaaS/software businesses * Experience managing your business on a monthly basis vs. quarterly / yearly * Demonstrated ability to build relationships with large enterprise senior line-of-business and IT executives, as well as operational managers * Management experience with global teams (ideally in a remote environment) * In-depth experience in all aspects of a SaaS renewal processes * Shown creative problem-solving skills with strong initiative to identify areas of process improvement and efficiency * Extensive experience in account management, consulting SaaS businesses, implementation or onboarding with revenue responsibility * Ability to multitask & manage high volumes of activity & demonstrate measurable results * Establishes trust and empathy as an advisor to the client; Works collaboratively in pursuit of discovery to define a desired business outcome while also uncovering unknown business outcomes the client has not previously considered * Minimum 10+ years of experience selling SaaS Enterprise Software and 5 leading teams * Experience in either WFM, CRM or ERP preferred * Must be able to travel 30-40% -/+ of the time Some of the perks (country specific) * Highly competitive wellness benefits including Medical, Dental, Vision, Life insurance * Flexible Spending Benefits * Flexible Time Off * 401(k) Retirement Savings Program with an employer match * Commuter Benefits * Professional development and training opportunities

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