Strategic Account Manager

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FMX

Site WebLinkedInTous les Emplois

51 - 200 employés

🏭 Fabrication

🏥 Santé

🏨 Hôtellerie

Manufacturing • Healthcare • Hospitality

FMX est un fournisseur de premier plan de solutions de gestion des installations et de la maintenance, conçues pour rationaliser les processus, accroître la productivité des actifs, et fournir des informations exploitables pour une efficacité opérationnelle optimale. FMX s'adresse à un large éventail d'industries incluant l'éducation K-12, l'enseignement supérieur, les administrations municipales, la fabrication, les restaurants, la gestion immobilière, les soins de santé, et les organisations religieuses. Leur logiciel complet comprend des modules pour la gestion des installations, la gestion de la maintenance, la gestion des ordres de travail, la maintenance préventive, la maintenance des équipements, et la gestion des stocks. Avec un accent sur la facilité d'utilisation et le support client, FMX aide les organisations de toutes tailles à optimiser leurs opérations de maintenance et à réduire les coûts, faisant de lui un choix fiable pour les besoins de gestion des installations à travers divers secteurs.

Description

• 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.

🎯 Exigences

• 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.

🏖️ Avantages

• 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.