Senior Strategic Account Manager

August 29

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Welocalize

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translation • localization • globalization • technology • machine translation

1001 - 5000 employees

🤖 Artificial Intelligence

☁️ SaaS

Description

• Responsible for developing and executing long term strategic account plan(s). • Develop, maintain & grow business relationships with existing clients. • Evaluate changes in the marketplace, product and service offerings, buying processes, and competitors for purposes of defining and adjusting the assigned account strategies, and specific objectives. • Initiate and foster new relationships within existing customers, identify their needs and manage appropriate service to meet those needs and drive cross solution opportunities. • Manage opportunities, cross solutions and pipelines. Analyze the account potential, i.e., booking/project activity, service mix purchased, use of additional services, and other qualifiers. Track opportunities in Salesforce for centralised tracking and reporting. • Develop and maintain a rolling 12-month bookings forecast in Adaptive. • Achieve existing and add-on bookings quota for assigned customers/squads. • Identify and capture evolving client needs and collaborate with squads to inform the strategic plan. • Engage Squad/Operations Leadership regarding customer escalations/resolutions, satisfaction improvement, new service on-boarding, solutions, etc. • Serve as escalation point for business-critical issues (not day to day production issues). • Client advocacy to ensure alignment with customer’s goals, objectives and long-term strategy. • Engage and support BDDs and SMEs to identify, manage and close customer opportunities. Leverage our collective expertise to set the overall account strategy. • Manage contract (re)negotiation (MSAs, SOWs, etc). Ensure contracts are in place, stored centrally and flag when renewals are approaching. • Engage with the team to manage overdue collections and address DSO.

Requirements

• Proven track record of delivering customer value by the understanding and mapping of customer business strategies and objectives to the design and delivery of optimal solutions. • Industry knowledge is required. • Vast client relationship management experience, including demonstrated dedication to senior and C-level customer sponsors. • Demonstrate success in achieving or exceeding bookings quota in a similar role(s). • Proven ability to think strategically and articulate ideas and plans with the professional maturity to participate at senior management level. • Excellent interpersonal, written, and verbal communication skills. • Demonstrated track record of strong collaboration skills working effectively in a matrix-ed organization to deliver customer solutions and business results. • Articulate how globalization services enable customers to achieve their desired business objectives (e.g. enabling global product sales, brand protection, compliance). • Experience and skill in participating in new and existing client sales cycles including presentations, analysis, recommendations and relationship development. • Availability to travel for work commitments is a must.