Representative II, Relationship Management - Sales - EMEA

About us: Accuris, a company long-known for accelerating innovation in engineering workflows and supporting the vibrancy of the engineering community, launched in May 2023 as a standalone company. Accuris was formerly known as S&P Global’s Engineering Solutions division. The Company is valued for its standards content and workflow solutions like Engineering Workbench, Goldfire, Haystack, and Parts Management Solutions. Under its previous owners, including S&P Global, IHS, and IHS Markit, Accuris has been an integral part of the engineering ecosystem for more than 60 years.

Who we are: Accuris is a dynamic leader in B2B SaaS engineering workflow technology, dedicated to accelerating innovation in engineering processes. Since becoming a standalone company in May 2023, we’ve continued our mission to develop cutting-edge AI-enabled solutions. Our culture of collaboration, innovation, and high performance is driven by humble, hungry, and smart individuals who make Accuris an exciting place to grow your career. Our products streamline engineering workflows by providing easy access to essential standards and content. This efficiency saves our customers time and reduces errors, enhancing the entire product development cycle. With over 60 years of experience, Accuris remains at the forefront of the engineering community, driving forward innovation and supporting industry vibrancy. Join us to be part of a team that values your contributions and fosters your professional growth.

Role Summary: We are seeking a Strategic Account Manager to drive growth by managing and expanding key strategic accounts. The ideal candidate is a humble, hungry, and smart individual with a proven track record in enterprise software/SaaS sales, particularly in engineering solutions. This role requires strong solution sales skills, a deep understanding of engineering workflows and PLM platforms, and the ability to build and maintain relationships with senior stakeholders.

Responsibilities:

• Manage and Expand Accounts: Manage and expand a portfolio of key accounts, focusing on large global customers with complex purchasing processes. Develop and execute strategic account plans to achieve revenue targets.
• Foster Senior Stakeholder Relationships: Navigate large customer organizations, particularly within engineering teams, to identify and engage senior stakeholders (VP level and above). Identify and understand client needs, providing tailored solutions to address their pain points.
• Own the Sale: Arrange and conduct initial Executive and CxO discussions and positioning meetings. Lead negotiations for contract renewals, expansions, and upsells. Achieve and exceed sales quotas, contributing to the overall growth of Accuris.
• Conduct Regular Business Reviews: Schedule and conduct regular business reviews with key accounts to assess performance, gather feedback, and identify new opportunities for growth. Monitor customer health metrics and usage data to identify at-risk accounts and take proactive measures to prevent churn.
• Ensure Customer Adoption: Collaborate with the CX team to create and implement detailed customer success plans that outline goals, metrics, and timelines for achieving client objectives. Oversee the onboarding process for new clients, ensuring a seamless transition and quick adoption of Accuris solutions. Arrange and conduct training sessions and workshops for clients to maximize their understanding and usage of Accuris products.
• Win New Business: Develop new clients by qualifying prospects and building a robust sales funnel. Collaborate with channel partners to execute against new leads and drive new business opportunities.
• Collaborate Cross-Functionally: Collaborate cross-functionally with sales engineering, CSM, professional services, customer support, and revenue operations teams to ensure seamless delivery of solutions and services. Cultivate customer advocates and secure testimonials and case studies to support sales and marketing efforts. Act as the voice of the customer within Accuris, providing valuable feedback to product development and marketing teams.
• Utilize Sales Tools: Utilize tools such as MEDDICC, SFDC, LinkedIn Sales Navigator, Zoom Info, Sixth Sense, and Sales Loft for effective account management, sales forecasting, and pipeline management.
• Travel: Occasional international travels required, and domestic travel for business as required.

Qualifications:

• Bachelor's degree in Engineering, Business, related field, or equivalent work experience.
• Minimum of 5 years in enterprise Information/Software/SaaS sales, with a focus on engineering solutions, ideally leading PLM or Engineering software companies.
• Proven track record of managing and growing large global accounts with deal sizes exceeding $1M in annually recurring revenue.
• Prior/additional experience in BDR, SDR, Inside Sales are a plus.
• Award-winning performance, such as President’s Club or other company-specific recognitions.
• Familiarity with PLM platforms, engineering workflows, and content integration as well as proficient level understanding of adjacent industry products and services knowledge, e.g., ERP/EAM, CAD/CAM, and other engineering-related software.
• Proficiency in key sales methodologies, e.g., MEDDICC and Challenger Sales process and expertise in solution sales, value-based selling, and customer pain point discovery.
• Excellent communication and interpersonal skills, with the ability to engage senior stakeholders (VP level and above).
• Fluent in English.

Accuris delivers essential intelligence that powers decision making. We provide the world’s leading organizations with the right data, connected technologies, and expertise they need to move ahead. We think differently, combining the knowledge and resources of an established company with the unapologetic boldness of a startup.

Our mission: build an evolvable knowledge and data platform that enables STEM professionals to unlock and deliver innovation to the world’s most complex problems. Accuris provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.