Global Account Manager

🔥 il y a 18 heures

🍂 Massachusetts – Distant

🍂 Massachusetts – Remote

⏰ Temps Plein

🟠 Senior

🔴 Expert

💰 Responsable de comptes

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Upbound

Site WebLinkedInTous les Emplois

11 - 50 employés

Fondée en 2017

☁️ SaaS

🏢 Entreprise

Cloud Computing • SaaS • Enterprise

Upbound est une entreprise spécialisée dans la gestion de l'infrastructure cloud native destinée aux développeurs et aux équipes plateforme. Grâce à Crossplane, un framework de plan de contrôle cloud native, Upbound offre des outils et services qui simplifient la gestion des ressources d'infrastructure cloud via des API. Ces solutions permettent aux organisations d'adopter des stratégies de déploiement en libre-service, d'améliorer la productivité des développeurs, et de garantir des opérations cloud sécurisées et conformes. Upbound gère les opérations de Crossplane, permettant ainsi aux équipes plateforme de se concentrer sur la création de plateformes natives dans le cloud plutôt que sur la gestion des cycles de vie d'infrastructure.

Description

• 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.

🎯 Exigences

• 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.

🏖️ Avantages

• No specified benefits listed.