Global Account Manager

🕒 vor 2 Tagen

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

⏰ Vollzeit

🟠 Senior

🔴 Experte

💰 Account Manager

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Upbound

WebsiteLinkedInAlle Stellen

11 - 50 Mitarbeiter

Gegründet 2017

☁️ SaaS

🏢 Unternehmen

Cloud Computing • SaaS • Enterprise

Upbound ist ein Unternehmen, das sich auf das Management cloud-nativer Infrastrukturen für Entwickler und Plattform-Teams spezialisiert hat. Mithilfe von Crossplane, einem cloud-nativen Control-Plane-Framework, bietet Upbound Werkzeuge und Dienstleistungen, die das Management von Cloud-Infrastruktur-Ressourcen über APIs vereinfachen. Diese Lösungen ermöglichen es Organisationen, Self-Service-Bereitstellungsstrategien zu übernehmen, die Produktivität der Entwickler zu steigern und sichere sowie konforme Cloud-Operationen sicherzustellen. Upbound verwaltet Crossplane-Operationen, sodass Plattform-Teams sich auf den Aufbau von cloud-nativen Plattformen konzentrieren können, anstatt Lebenszyklen der Infrastruktur zu managen.

Beschreibung

• 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.

🎯 Anforderungen

• 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.

🏖️ Vorteile

• No specified benefits listed.