Strategic Account Manager

🕒 Julho 21

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FMX

SiteLinkedInTodas as Vagas

51 - 200 funcionários

🏭 Manufatura

🏥 Saúde

🏨 Hospitalidade

Manufacturing • Healthcare • Hospitality

A FMX é uma fornecedora líder em soluções de gestão de instalações e manutenção, projetadas para otimizar processos, aumentar a produtividade de ativos e fornecer insights acionáveis para eficiência operacional ideal. A FMX atende uma ampla variedade de indústrias, incluindo educação K-12, ensino superior, governo municipal, manufatura, restaurantes, gestão de propriedades, saúde e organizações religiosas. Seu software abrangente conta com módulos para gestão de instalações, gestão de manutenção, gestão de ordens de serviço, manutenção preventiva, manutenção de equipamentos e gestão de inventário. Com foco na facilidade de uso e no suporte ao cliente, a FMX ajuda organizações de todos os tamanhos a otimizar suas operações de manutenção e reduzir custos, tornando-se uma escolha confiável para necessidades de gestão de instalações em vários setores.

Descrição

• Own a portfolio of ~70 named strategic accounts; build and execute an account plan for each that maps current footprint, whitespace (unadopted modules/users), and clear paths to expansion. • Carry and achieve an annual expansion-ARR quota; forecast accurately based on objective buyer engagement rather than seller optimism. • Lead renewals and retention across the portfolio, protecting and growing ARR through proactive, value-driven engagement. • Multi-thread relationships across each account (economic buyers, operations, IT, and procurement) to build organizational depth beyond a single contact. • Apply MEDDPICC rigor to expansion opportunities: confirm economic buyers, co-build business cases, and identify key compelling events (budget cycles, bonds, board approvals, and compliance requirements). • Lead internal deal teams (Sales Engineering, Customer Success, and Product) to deliver tailored expansion proposals and measurable ROI narratives (time saved, downtime reduced, compliance/audit defensibility). • Align engagement with customer buying calendars: prioritize education accounts during the July–September budget window and December close, focus commercial accounts in August–September, and leverage October–November for discovery and proposal development. • Maintain rigorous CRM hygiene in Salesforce; update pipeline, opportunities, and account data accurately and in a timely manner. • Partner closely with the outgoing account owner through one full renewal cycle per account to ensure a seamless handoff.

🎯 Requisitos

• 7+ years of experience in B2B SaaS sales or account management, with a proven track record of expanding and retaining enterprise/strategic accounts (beyond net-new acquisition). • Demonstrated success navigating complex, multi-stakeholder sales cycles; experience selling into the public sector (K-12, Higher Education, Local Government) or other regulated, large-institution environments is strongly preferred. • Proven experience owning a renewal and expansion portfolio while carrying an ARR-growth quota. • Strong discipline in account planning and multi-threading; highly proficient with MEDDPICC or a similar qualification framework. • Hands-on experience with Salesforce (or a similar CRM) and modern sales technology (such as Gong). • Excellent written and verbal communication skills, with a demonstrated ability to quickly build trust with senior stakeholders. • Self-motivated, organized, coachable, and capable of thriving in a remote, performance-driven environment.

🏖️ Benefícios

• 100% company-paid health, dental and vision insurance. • Work from home: At FMX we are remote first, but you’re welcome to use our office as you need. We have one all-company event a year to ensure that you can put a face to that name and establish high-trust relationships with your teammates and co-workers. When you’re in the office, you can take advantage of our free snacks, beverages, and office kegerator. • Home office stipend: We’ll give you everything necessary to do your job (company sponsored laptop, headset, etc.). We will also provide up to $500 to help with equipment, furniture and accessories. You will also get $60/month toward your home internet connection. • Generous PTO and UTO (unplanned time off) policies: If you’re sick, why should that cut into your vacation time? • Flexible Schedule: We offer a flexible schedule to help you manage personal appointments, such as doctor or dentist visits, as long as you're meeting performance expectations and project timelines. • You’ll enjoy a collaborative culture and a close-knit team: We're a team of hard-working, high-fiving, friendly folks. We take collaboration, transparency, continuous improvement, and work/life balance seriously.