Altrata is seeking an Account Manager to own and grow a book of business across our Education and Healthcare client base. This is a growth-focused, relationship-led role. You will own the revenue number for your book: protecting and renewing every client, and expanding each relationship through upsell and cross-sell of Altrata’s full product suite. Success is measured on net revenue growth, not renewals alone. The successful candidate will be a self-driven, results-oriented professional with a positive outlook, strong research and communication skills, and a talent for networking and relationship building.
About the role:
- An existing mid-market book of business within Altrata’s Education and Healthcare segment
- A client base of universities, schools, hospitals and healthcare foundations
- A portfolio of established product brands (BoardEx, Boardroom Insiders, RelSci, WealthEngine, Wealth-X) under the Altrata brand, giving significant cross-sell opportunity within every account
- People intelligence covering more than 100 million profiles on wealthy individuals and more than 12 million senior decision makers, board members and C-suite leaders, maintained by a global team of researchers
Required Experience:
- Experience working with and selling into Education and Healthcare institutions
- A track record of building and developing rich, lasting client relationships
- Experience with feeds and data products is a strong plus
- 3+ years of B2B account management in software or SaaS, with consistent success meeting or exceeding renewal, upsell and cross-sell targets
- A proven record of growing accounts: expanding contract value, adding products and opening new departments or business units within existing clients
Required Capabilities:
- Solution-based selling; able to uncover new needs and build a business case for expansion
- Excellent presentation and listening skills
- Strong organisation and contact management, including disciplined use of CRM (Salesforce)
- Able to engage credibly at every level, from C-suite to Associate
- Strong research, communication and networking skills. Working Style
- Client obsessed and commercially driven
- Self-motivated, and able to prove it through previous performance
- Motivated to constantly learn in a changing environment and to contribute actively to a dynamic team Hard working with a positive attitude and strong work ethic; performs under pressure and works independently
Key Responsibilities
- Account Growth: Upsell & Cross-sell
- Achieve monthly targets on a cumulative basis
- Own the growth target for your book and deliver net revenue expansion year on year
- Build account plans for priority clients, mapping white space across departments, faculties, hospital foundations and affiliated institutions
- Cross-sell additional Altrata products into existing clients (e.g. adding WealthX, RelSci or BoardEx alongside WealthEngine)
- Upsell within current products: additional users, data volume, screenings, feeds and premium modules
- Generate your own expansion pipeline by proactively engaging new stakeholders and buying centres within each account
- Run regular business and value reviews that show ROI and usage, and use them to build the case for expansion
- Identify risk early and act to prevent churn
- Own every renewal end to end, engaging early and seeing each through to signature
- Protect and grow contract value at renewal, including multi-year terms CRM & Company Alignment
- Integrate yourself as a trusted partner to existing clients
- Demonstrate the value of expanding their relationship with Altrata to key stakeholders
- Respond to and follow up on client enquiries in a timely manner
- Use and maintain an organised CRM (Salesforce), with accurate pipeline and forecasting for both renewals and expansion
- Align and drive account initiatives with company goals
