Account Manager

Account Manager Overview

The Account Manager is a key contributor to Mastercam’s growth by driving revenue, expanding the subscription base, and achieving Annual Recurring Revenue (ARR) targets. This role positions Mastercam as the preferred CAD/CAM solution provider in the assigned territory by aligning sales efforts with the company’s global strategy. The Account Manager ensures excellent customer experiences, fosters long-term partnerships, and consistently delivers value to both new and existing clients.

Sales Execution & Strategy

• Manage the entire sales cycle, from prospecting and qualifying to negotiating and closing deals.
• Execute Mastercam’s sales strategies, ensuring adherence to processes and utilizing Salesforce CRM for pipeline management, forecasting, and reporting.
• Develop tailored value propositions and competitive positioning to address market-specific challenges and opportunities.
• Leverage AI and advanced tools to analyze market trends, optimize sales efforts, and create data-driven strategies.
• Maintain a focus on shortening sales cycles, improving win rates, and prioritizing high-value opportunities.

ARR Growth & Retention

• Drive Annual Recurring Revenue (ARR) growth through subscription sales and renewal of maintenance agreements.
• Implement customer retention strategies, ensuring consistent value delivery and high renewal rates.
• Collaborate with marketing and product teams to design campaigns that enhance ARR and customer loyalty.
• Expand ARR in both existing markets and new segments by addressing customer pain points and offering innovative solutions.

Customer Engagement

• Act as the primary point of contact for key accounts, addressing complex issues and identifying new opportunities.
• Deliver customer-focused solutions by aligning with Mastercam’s value-based selling principles.
• Work closely with internal teams—marketing, customer success, and pre-sales—to tailor offerings that meet customer needs.
• Use customer insights to refine strategies and strengthen satisfaction and loyalty.

Performance Monitoring & Reporting

• Regularly evaluate pipeline quality and sales performance to identify opportunities for improvement.
• Provide accurate forecasting and ensure compliance with Mastercam’s reporting standards through Salesforce CRM.
• Analyze sales data to celebrate wins, identify gaps, and create actionable improvement plans.
• Monitor metrics such as revenue growth, customer retention, and deal velocity to maintain team accountability.

Market Awareness & Opportunity Development

• Stay informed about market trends, customer needs, and competitive activity within the territory.
• Identify new opportunities through networking, regional events, and partnerships with local organizations.
• Use AI tools to prioritize opportunities, conduct competitive analysis, and expand into emerging markets.
• Provide feedback to internal stakeholders to align regional sales efforts with broader strategic objectives.

Cross Functional Collaboration

• Work closely with Business Development Managers, Channel Managers, and other internal teams to drive revenue and reduce conflicts.
• Partner with marketing, product, and customer success teams to integrate customer feedback into offerings.
• Foster relationships with channel partners and leverage the broader Mastercam ecosystem for integrated solutions.

Qualifications

• Bachelor’s degree in business, marketing, engineering, or a related field or equivalent professional experience.
• At least 5 years of proven sales or account management experience in a subscription-based or ARR-focused environment.
• Familiarity with Salesforce CRM and value-based selling methodologies.
• Demonstrated ability to exceed revenue targets and implement innovative sales strategies.

Skills

• Proficient in Salesforce CRM and Microsoft 365 for pipeline management, reporting, and communication.
• Experience with sales enablement tools (e.g., Gong.io, HubSpot, Seismic) and BI platforms (e.g., Tableau, Power BI).
• Competent in AI-driven tools for customer insights, competitive analysis, and proposal generation.
• Leadership: Ability to inspire and coach team members while driving results.
• Customer-Centricity: Strong focus on delivering value and building lasting relationships.
• Analytical Thinking: Skilled in analyzing sales metrics and market data to develop actionable strategies.
• Communication: Exceptional written and verbal communication skills.
• Adaptability: Thrives in fast-paced, dynamic environments.
• Ability to travel within the assigned territory 30-50%.