Percolate is The System of Record for Marketing®. With offices in NYC, SF, and London, Percolate provides the world’s most complex marketing organizations the visibility, coordination, and governance they need to successfully execute their marketing strategy. Over 800 brands including GE, Unilever, Mastercard, Land O’Lakes, and Cisco trust Percolate to drive brand and revenue growth.

The Percolate Sr. Account  Manager focuses on renewing and expanding business with a select number of Enterprise accounts. This strategic role is responsible for owning the relationship and driving the overall commercial strategy.  Additionally, the AM will be responsible for customer health, introducing new features/functionality and expanding usage in the accounts to new users/teams/locations.

This is an exciting and challenging opportunity for a high performing individual with both enterprise sales and customer success acumen, who has a strong understanding of Marketing and MarTech Landscape to join a dynamic company and be compensated for maximizing customer retention and revenue growth.

Requirements

  • 6+ years of relevant experience
  • Proven track record of exceeding quota in a retention or sales role
  • Strong customer references from prior commercial roles
  • Experience in SaaS sales (ideally MarTech) and Account Management experience working with leading Enterprise organizations and their software deployments
  • Strong understanding of multi-channel marketing (including, but not limited to, email, tv, social, display), content marketing, marketing project management, marketing analytics and agency dynamics
  • Building consultative relationships with senior members of marketing and IT management, building top down, bottom up relationships within your customer accounts, and applying formal strategic account planning and sales methodologies
  • Generating a pipeline, and qualifying and identifying expansion opportunities that you drive to close
  • Preparing and negotiating renewals, rightsizing existing contracts based on usage and revised pricing models, and legal/procurement negotiations experience
  • Communicating with customers about complex ideas and transformative concepts that will benefit them
  • Strong written and verbal communication skills including C-Level presentation skills
  • Identifying business challenges and shape solutions that fit the Percolate platform vision
  • Understanding and communicating fluently about Percolate product and solutions to non-technical users and buyers
  • Ability to think on your feet and work under tight timelines while staying calm under pressure
  • Self-motivated, disciplined, and proactive individual, with history of achieving goals and exceptional client service
  • A true “farmer”, a nurturer, a strategic partner, and an individual that thrives on their client’s growth and success

Responsibilities

  • Complete ownership for customer renewals
  • Identify and put together account plans that map out expansion and other upsell opportunities
  • Maintain an active pipeline of forecasted renewals and expansions to meet quota objectives
  • Be customer’s primary day-to-day point-of-contact and quarterback customer’s needs and requirements. Co-develop and execute strategic account plans to guide interaction with customer
  • Develop and manage the delivery of regular Executive Business Reviews (EBRs) to ensure mutually agreed upon business objectives are being achieved, customer is clear on the value being delivered and a clear path of growth is established for the partnership
  • Manage the customer relationship across all levels: executive, stakeholders and users
  • Become a trusted partner who Customers rely on as a source of objective industry insight
  • Work with Account Executive (if assigned to customer) to identify and engage new business opportunities in other divisions/regions of given customer
  • Leverage Percolate’s Services Teams to increase usage, drive product adoption, and optimize current investment, while identifying opportunities for expanded use and possible integrations into the customer’s process and existing marketing technology
  • Work in close collaboration with Leadership, Sales, Marketing, Product, Support and Services teams to resolve issues and improve overall customer satisfaction in assigned customer accounts
  • Maintain working knowledge of the complete capabilities of Percolate services and of Percolate internal operational processes

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