Key Account Manager

As a Key Account Managers (KAM) you are responsible for building and maintaining relationships with key customers to ensure the company's long-term success. KAMs develop a deep understanding of their clients' needs and act as a point of contact to strengthen the business relationship.  

Key Responsibilities Include: 

Relationship building: 

• Developing deep, trusting relationships with key clients through consistent communication and engagement.  

 Needs analysis: 

• Thoroughly understanding the unique needs and goals of each key account to tailor solutions accordingly.  

 Strategic planning: 

• Creating customized account plans to identify opportunities for growth and maximize value for both parties.  

 Sales Project Management: 

• Understand all aspects of complex sales cycles and help guide clients through their testing and decision-making process, identifying KPIs and success criteria, Target timelines, and aligning on path to close.  

 Contract negotiation: 

• Negotiating favorable enterprise technology contract terms with key clients while ensuring mutual benefit.  

 Account management: 

• Overseeing all aspects of the client relationship, including order processing, delivery, and post-sale support.  

 Internal collaboration: 

• Coordinating with different internal teams (sales, marketing, customer service) to ensure seamless client experience.  

 Customer satisfaction: 

• Proactively addressing client concerns and ensuring high levels of satisfaction to retain business.  

 Revenue generation: 

• Identifying new business opportunities within existing key accounts to drive revenue growth.  

 Data analysis: 

• Utilizing data insights to understand client behavior and identify areas for improvement.  

 Market knowledge: 

• Staying updated on industry trends and competitor activity to maintain a competitive edge.  

Key skills for a Key Account Manager: 

• Excellent communication skills 
• Strong analytical abilities 
• Strategic thinking and planning 
• Negotiation expertise 
• Leadership qualities 
• Customer-centric approach 
• Business acumen 

Minimal Required Skills, Experience and Competencies: 

•  8+ years of experience managing Mid-market or Enterprise accounts in technical sales and/or customer success organizations (or Sales Engineering, Support Engineer, Technical Account Management) dealing with all technical aspects of customer needs providing support, best practices, advice and helping them reach commercial Maturity.
• Proven track record for identifying and positioning up-sell and cross-sell product opportunities, to help increase value of the partnership and ensuring customers maximize all available products and services.
• Good communicator and relationship builder that can interface with business and technical stakeholders, as well with VP or C-level stakeholders 
• Ability to navigate complex organizations to accelerate product adoption, influence collaboration and evangelize opportunities for growth 
• A high-energy, passionate, and enthusiastic attitude; desire and flexibility to work in a fast-paced, ever-changing start up environment. 

Preferred Skills, Experience and Competencies: 

• Domestic and international client travel 
• Basic competence in fundamental network and software architecture; and system design for web and native platforms 
• Content Delivery Network (CDN), Real-time communications (voice/video conferencing), and/or WebRTC experience 
• Complex Contract Negotiations 
• Professional Sales Training  

US Salary Details:
Estimated salary range for this role is $130K - 150K OTE. 

Salary may vary based on factors such as experience, skills, qualifications, and location.

This role is eligible for Equity program. We also have a location-based compensation structure, there may be a different range for candidates in this and other locations.