About aPriori: Founded in 2003, aPriori is disrupting the industry’s status quo with groundbreaking work helping manufacturers digitally transform their businesses. Through our unique, patented, intellectual property, we enable manufacturers to accelerate product design, and bring products to markets faster while providing visibility to the sustainability of their design and manufacturing choices. Our impact is profound - our customers save millions of dollars each year, accelerate time to market, all while creating a better world for future generations. Though we are an established software firm, through our continued growth, we have maintained the dynamic, collaborative nature of a start-up. With a global presence, including North America, Europe, Asia, and India, we encourage an inclusive work environment and support employees’ growth through education, training, wellness, and other programs. As our greatest asset, employees’ contributions are acknowledged through monthly company-wide meetings, often with promotions and awards. We promote a positive work culture, employee-friendly policies, flexible work schedules, and an additional day off each quarter known as “aPriori Day”. Interested in joining our team? We continue to build an organization highly talented, self-motivated individuals. Our unique environment empowers employees to bring their best selves each day, asking, “How can I do better?” and then exceeding expectations. We work together towards a common goal. We nurture and celebrate each other’s successes. Employees embrace opportunities to build new skills as well as step into leadership positions where they are supported and mentored by the Senior Leadership team to grow into impactful individual contributor roles or to effectively manage teams. Innovation, adaptability, and a desire to increase your value are essential. If you possess these qualities, we want to hear from you!
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Conductor is a leading Website Optimization & Intelligence platform. Today’s top brands use Conductor to create and optimize digital experiences that get found organically in search engines and drive value for customers. The platform provides actionable SEO, content, and technical website intelligence paired with real-time website monitoring to help customers accelerate—and protect—digital growth.
Conductor is a mission-driven company with a commitment to innovation, customer success, and culture. For Conductor, success is improving the lives of all the people in our orbit—our customers, our customers' customers, our employee-owners, and our communities.
We are looking for an Account Manager (level IV) to own the relationship between Conductor and our enterprise customers’ key stakeholders. In this role, you will be responsible for renewing and growing Conductor’s existing enterprise customers. This position works in partnership with Customer Success, Professional Services, Sales, Marketing, and Pre-Sales. The candidate will be a high impact individual capable of working cross-functionally to continuously drive improvements to customers’ success metrics, grow revenue from assigned accounts, ensure exceptional customer experiences, and facilitate knowledge exchange between customers and Conductor team members. Successful candidates must have a strong work ethic and the desire to not only meet net retention targets but to exceed them.
What you'll do (Responsibilities):
- Act as the business owner of assigned accounts; Define and implement a clear vision and business plan for your accounts to drive net retention.
- Proactively manage pipeline and renewals to meet quarterly net retention targets across a set of existing Conductor customers.
- Understand and anticipate clients’ business needs to drive the success and growth of accounts leveraging strong interpersonal and negotiation skills to drive commercial, business and technical discussions with customers that present a compelling case for solutions, including articulation of technical solution benefits to key customer stakeholders.
- Cultivate strong relationships with multiple executive sponsors, establish strategic alignment between customers’ objectives and Conductor’s solutions, and develop a long-term strategy to address their strategic outcomes and drive results.
- Champion your clients internally while working across many departments to solve problems and achieve results, collaborating with Customer Success, Customer Support, Professional Services and Engineering to ensure an exceptional customer experience.
- Assist customers with challenges and problems, and mapping to solutions in Conductor's platform and services offering in order to convert them into sales opportunities when possible.
- Act as a trusted consultant and customer advisor. Display the required patience, motivation, and drive to successfully navigate dynamic situations. Possess a customer advocacy mindset and the willingness to drive positive customer outcomes.
- Negotiate contract renewals and expansion opportunities.
- Maintain accurate account and opportunity forecasting within our internal CRM
- Apply strong technical expertise and knowledge of Conductor's capabilities, market insights, and a deep understanding of the customer's business strategy to effectively influence and partner with customers to identify new business opportunities.
- Prepare business reviews, proposals, demos, investment summaries, and contracts; completing QBRs and EBRs with primary contacts and executive stakeholders
- Maintain a strong knowledge of assigned customers’ platform adoption and utilization trends.
- Work as a team player by contributing, learning, and sharing new knowledge as a leader for newer and more junior team members
Who you are (Required Skills/Abilities):
- Based in the United Kingdom
- BS/BA degree desired; or equivalent combination of education and experience.
- A minimum of 8 years of experience in a B2B Account Management, Sales or Customer Success role
- Tech savvy with an agility to learn about our platform, and the ability to “talk the talk” about web-based technologies.
- Strong proficiency working Salesforce or other CRM and sales enablement tools required
- Advanced knowledge of Digital Marketing required with an understanding of SEO as a plus
- Prior experience working within an enterprise SaaS organization required
- Strong account planning and account management capability – aligning client strategy and desired outcomes with Conductors' solutions to drive deep and long-lasting revenue relationships with clients
- Knowledgeable of industry trends, companies, technology, and displays passion for Digital Marketing and SEO. Proactively works to remain informed about new trends.
- Outstanding written and verbal communication skills (including presentations), capable of conveying issues clearly and persuasively, making points concisely and ensuring successful overall communication channels with increased level of trust from customers.
- Comfortable working directly with multiple C-level executives, business sponsors, IT, and procurement
- Exceptional listening and interpersonal skills with a high degree of approachability and trustworthiness
- Strong team player with proven ability to work across many departments to solve problems and achieve results as well as work independently and make sound decisions
- Experience managing complex sales cycles, including discovery, objection handling, proposal building, negotiation, procurement, contract review and closing
- Proficient with standard corporate productivity tools (email, voicemail, MS Office, G suite)
- High level of urgency, Organized with a rigorous attention to detail, drive for excellence, and a positive “can-do” approach
- Strong presenting and consultative skills with the ability to uncover and relate to the client’s needs and strategy
- Ability to travel (10%+) to meet clients in order to support Account Reviews and on site efforts to ensure client adoption and use of the Conductor platform.
- Proven history of exceeding sales/retention targets for enterprise software solutions
- Strong ability to negotiate and close enterprise level agreements, and ability to establish and hold customers to key timelines
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Conductor LLC is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Bringing in diverse perspectives and challenging our assumptions is the clear key to growth; it drives innovation, creativity, faster problem-solving, and stronger decision making. All aspects of employment including the decision to hire, promote, train, discipline, or discharge, will be based on merit, competence, performance, and business needs.
Conductor does not discriminate against any employee or applicant on the basis of race, color, ancestry, national origin, religion or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, or other characteristics protected by state or federal law or local ordinance. In addition, it is the policy of Conductor to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works.
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