Strategic Account Manager

Sustainability that means business

Who we are:

Sustainability software specialist, AMCS, is headquartered in Ireland, with offices in Europe, USA, Canada and Australasia. With over 1,300 highly-skilled employees across 22 countries, we specialize in delivering technology solutions to facilitate a carbon neutral future.

What we do:

Our innovative SaaS solutions increase efficiency and boost sustainability in resource-intensive industries. Over 5,000 customers across 23 countries already benefit from our Performance Sustainability software, ensuring we deliver practical solutions for improved profitability and environmental resilience across the globe.

Our people

AMCS offers team members more than just a job, but an opportunity to map out a career with a company that is growing, evolving and setting out new ways of working that are having a positive impact on the world around us. AMCS was established in Ireland and holds onto those local roots and ‘start-up’ mentality with a culture of connection. Connection to our work, our customers, our colleagues and our community that creates a working environment that fosters openness, collaboration and creativity.

As an experienced Strategic Account Manager you will have the ability to create your own path. You will have the flexibility to speak with customers in segments that you are interested in and excite you. You will have the ability to sell our core products backed by one of the strongest software platforms in the market. There will also be engagement with leadership on any opportunities to help you win! We are open to candidates in Boston or any location along the east coast

Here’s what you’ll do:

· Develop and maintain a multi-year strategic account plan to meet or exceed customer objectives and sales goals. Revise the account strategy and plan to ensure it fits the continuously changing key account needs and priorities.

· Influence and lead strategic planning efforts within sales, product, consulting, and support pillars to ensure Strategic Account requirements are represented.

· Manage the interface between the Strategic Account and AMCS personnel (including all sales, solution specialists, product development, consulting, support and corporate functions) to ensure an effective alignment model and communications, and reporting cadence.

· Gain agreement with Customer around key work streams aligned with their key business transformations and imperatives.

· Owns escalation issues for the Strategic Account and drive those escalations to closure while creating a high level of customer satisfaction for the Strategic Account and a win-win environment for in the day-to-day operation of the Strategic Account.

· Create a quarterly business review cadence with Sponsors to track our progress on aligned focus areas / work streams and other interactions.

· Build relationships with the customer's executive team, earning a reputation as one of the Customer's trusted business advisors.

· Drive strategic and tactical planning for the account.

· Generate and achieve accurate monthly forecasts.

· Prospect with a "hunter" mentality via phone, internet, fieldwork, referrals, and industry networking

· Independently identify and generate new sales opportunities

· Contact and conduct initial discovery with customers via phone and email

· Facilitate face-to-face meetings, present proposals and solutions, close business on the phone, zoom or in person (if/when the environment allows)

· Collaborate internally with team on pricing strategy and account implementation plans

· Manage individual sales funnel information regarding all prospective customers in the required format

· Conduct weekly progress meetings with the key account sales team and Management.

· Review weekly/monthly sales activities and prospective customers with Management

· Engaging in self-development & training opportunities, both internal & external

Here’s what you’ll need:

· 15+ years of experience in a quota-carrying consultative software sales role with average deal sizes over 1.5m ACV

· 15+ years of experience with multi-year, multi-faceted transformational business engagements in Fortune 500 companies

· Demonstrable skills in crafting corporate strategic account sales plans with concurrent, multi-year sales motions

· Demonstrable skills in professional communications, presentations and solutions blueprinting.

· Demonstrable skills in C-Suite value positioning and ROI through Command of the Message and usage of MEDDICC

· Demonstrate a high level of business acumen and thorough understanding of a customer's business, organization, strategy, and financial position.