Senior Account Manager - EMEA Remote
Posted on :
30-03-2024
Employer Active
1 Vacancy
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Job Description
Req ID : 2379482
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About the job
Drata is hiring a Senior Account Manager in our EMEA region who will help grow our footprint within our current customer portfolio and execute our strategy. You will collaborate on customer marketing initiatives, shape product prioritization, partner with our Customer Success and Technical Support and interact daily with executive leadership. Your key responsibilities include renewing existing business, up-selling based on customer potential, and cross-selling across our suite of products. You’ll serve as the main commercial point of contact for an assigned group of Drata customers and ultimately be responsible for the success and growth of your book of accounts. You will contribute to the overall success of Drata’s sales team by sharing best practices, helping teammates when needed and embodying our culture and values.
What you’ll do:
- You will be responsible for owning the commercial relationship with a number of marquee Drata customers
- Maximize account growth and mitigate risk by playing a central role on the account team
- Develop and execute win/win negotiation strategies for account contract renewals that improve contract value while protecting and enhancing the customer relationship
- Create, manage and close upsell/cross-sell opportunities on and off cycle
- Identify customer requirements, uncover roadblocks, and demonstrate strong account management capabilities to secure renewals and drive expansion
- Drive strong internal collaboration with Customer Success, Solution Architects, Marketing and Product as the quarterback of the account team
- Provide executive management with complete visibility to renewal & customer expansion, soliciting executive involvement as required.
- Communicate risk clearly and take the lead in developing resolution strategies
- Create and deliver a strong value narrative helping our customers understand the ROI they receive from Drata
- Develop and maintain strong Executive Buyer (EB) relationships while multi-threading into other key executives across the C-Suite, acting as a trusted advisor and strategic partner
- What you’ll bring:
- 5+ years demonstrated success in an Account Management capacity with a strong focus on negotiating services contracts or relevant SaaS sales experience
- Experience using SFDC, Gong, Outreach, G Suite
- Ability to work independently, navigate ambiguity and to identify areas of process improvement and efficiency
- Excellent customer management skills; including sales, account management, and customer service
- Strong ability to negotiate, discuss value and understand customer needs
- Excellent executive presence and communication skills
- Proactive approach with strong attention to detail and organization
- Team player with a track record of building positive relationships providing leadership and guidance to peers and others within a company
- Must be located in the London Metro area
- Benefits:
- Learning & Development: $500 USD annually towards professional development opportunities + $250 USD annually towards personal development opportunities
- 16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
- Work Remotely: Flexible hours and work from home plus up to $1,000 USD annually to cover necessary business related items for your home office
- This role will receive a competitive base salary, benefits, and equity.
Drata is on a mission to help build trust across the internet.
Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company's security controls, while streamlining compliance workflows end-to-end to ensure audit readiness.
We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We've felt firsthand how burdensome achieving and maintaining a strong security and compliance posture can be at a fast-growing company. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.
Our team of SaaS, security, compliance, and audit experts have built a better way - with automation.
Employment Type
Full Time
Company Industry
Department / Functional Area
Software Development / Application Development (IT Software)
Key Skills
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