Global Account Manager

🕒 Junho 17

🏄 California – Remoto

🏄 California – Remote

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

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Upbound

SiteLinkedInTodas as Vagas

11 - 50 funcionários

Fundada em 2017

💼 Consultoria

📦 Logística

📣 Marketing

Consulting • Logistics • Marketing

A Upbound é uma empresa especializada em gestão de infraestrutura nativa da nuvem, voltada para desenvolvedores e equipes de plataforma. Ao aproveitar o Crossplane, uma estrutura de plano de controle nativa da nuvem, a Upbound fornece ferramentas e serviços que simplificam a gestão de recursos de infraestrutura em nuvem por meio de APIs. Essas soluções capacitam as organizações a adotar estratégias de implantação de autosserviço, aumentar a produtividade dos desenvolvedores e garantir operações seguras e compatíveis em nuvem. A Upbound gerencia operações do Crossplane, permitindo que as equipes de plataforma se concentrem na construção de plataformas nativas da nuvem em vez de gerenciar ciclos de vida de infraestrutura.

Descrição

• Own a portfolio of global enterprise accounts with full accountability for net revenue retention (NRR) and expansion targets. • Serve as the primary executive relationship owner post-sale, building deep, multi-threaded relationships across IT, platform engineering, and the C-suite. • Develop and execute account plans that map customer business objectives to Upbound's platform capabilities, identifying expansion opportunities across teams, business units, workloads, and geographies. • Lead commercial negotiations for renewals and upsells, partnering with Legal, Finance, and Customer Success as needed. • Drive platform adoption and usage by partnering with Solutions Engineering, Solutions Architecture, and Customer Success to ensure customers are realizing measurable value. • Act as the customer's advocate internally, surfacing product feedback, escalating issues, and influencing roadmap prioritization on behalf of your accounts. • Identify and manage risk proactively, maintaining accurate forecasting and health scoring for your portfolio. • Represent Upbound at customer Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), industry conferences, and on-site visits as needed. • Collaborate with the Account Executive team to ensure seamless handoffs and a coordinated go-to-market approach within named accounts.

🎯 Requisitos

• A minimum of 8 years of relevant work experience with a proven track record of owning and growing global enterprise accounts, consistently achieving or exceeding growth, NRR, and expansion targets. • Experience managing complex, multi-stakeholder relationships at Fortune 500 or G2K companies, including VP and C-level engagement. • A background in cloud, infrastructure, platform, or developer tooling: you understand the technical landscape and can speak credibly with engineers and architects. • Demonstrated ability to build account plans that tie customer outcomes to product value and commercial growth. • Strong commercial acumen: you're comfortable leading renewal and expansion negotiations and navigating complex enterprise procurement cycles. • Experience with value-based selling frameworks and MEDDPICC qualification, applied to post-sale account management and expansion. • Excellent communication skills: written, verbal, and in executive presentation settings. • Strong program management and organization skills, driving recurring cadences and touch-points with the customer. • A customer-first mindset balanced with healthy business instincts; you know when to advocate for the customer and when to hold firm commercially. • Comfort operating in a fast-moving, early-stage environment where the playbook is still being written.

🏖️ Benefícios

• Competitive salary • Flexible working hours • Professional development budget • Home office setup allowance • Global team events