Account Manager - North America

Responsibilities

• Manage a $2-6 Million book of business between 12-25 accounts
• Research existing accounts to assess business opportunities for upsell, renewal value and services revenue
• Collaborate with assigned account teams to create and maintain account plan; pull on relevant colleagues within the business to meet account needs
• Manage client account data, follow up on marketing lead activity and follow relevant processes to capture outcomes
• Identify and facilitate appropriate coaching and content for clients based on their maturity, ambition and business context
• Use domain experience, understanding and thought leadership (e.g., disruptive trends) to establish and grow relationships with influencers and decision-makers in existing accounts
• Lead solution discovery to understand client requirements, objectives and priorities
• Present the Orgvue platform including team and/or consultative presentations and efforts
• Work with existing clients to further develop their communities and provide new introductions
• Work with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts
• Maintain strong upsell, renewal and services pipeline, and forecast to increase visibility of short and long-term prospects through our CRM
• Meet agreed monthly/quarterly/annual performance objectives in both upsell activity (meetings/demos) and quota achievement
• Collaborate with internal stakeholders in Customer Experience, Revenue and R&D to communicate and escalate product challenges and opportunities based on market observations and client feedback
• Participate in alliances ecosystem & co-selling activities
• Work closely with alliance manager and partner teams to understand and assess joint pipeline and potential opportunities with partners
• Maintain understanding of Orgvue relative to partner propositions and strategies
• Develop compelling joint value propositions to help drive growth in our project business and conversion opportunities
• Develop joint account plans with our strategic partner(s) and identify opportunities to embed, enhance and grow Orgvue usage further for both projects and long-term license use cases

Requirements

• Bachelor's degree or equivalent experience required
• Experience in a client facing role
• Demonstrated commercial acumen and track record of achieving objectives
• Extensive latitude for independent judgment and the ability to travel and work without supervision on complex projects
• Knowledge and ability to speak to Orgvue business domains, specifically HR technology, organization transformation, organization design, HR processes, workforce planning
• Knowledge of FSI, Healthcare, Energy, FMCG, TMT or Retail verticals; business acumen to identify and articulate opportunities
• Excellent verbal and written (including presentations) communication skills, including the ability to speak publicly to groups

Benefits

• Hybrid position - 1-2 days per week in the Philadelphia office (if located near to office)
• 5% matched 401k
• Wellbeing: Sanctus Coaching, Headspace mindfulness app, Virtual fitness sessions, Wellbeing webinars, Annual Wellbeing day
• 25 days paid vacation (plus 1 extra day for every year of employment up to a maximum of 30 days)
• Healthcare premiums 100% paid by employer for majority of plans including family, dental and vision
• Annual discretionary bonus