Senior Strategic Account Manager

August 29, 2024

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Welocalize

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Welocalize is a provider of language services and AI-powered solutions aimed at improving global content delivery and engagement. With its innovative platform, OPAL, Welocalize leverages cutting-edge AI technologies, such as machine translation engines and natural language processing, to automate and enhance translations at scale. Their services cater to various industries, including legal, life sciences, technology, and entertainment, offering customized workflows to optimize the translation, review, and approval processes. The company also emphasizes high-quality, ethical data sourcing for AI model training under its Welo Data brand, supporting AI development with advanced data annotation and natural language solutions.

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.