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For Companies At a Glance
- Tasks: Drive growth by managing and expanding key strategic accounts in enterprise software sales.
- Company: Join a leading firm specialising in engineering solutions and PLM software.
- Benefits: Enjoy flexible working options, competitive salary, and opportunities for professional growth.
- Why this job: Be part of a dynamic team that values innovation and fosters strong client relationships.
- Qualifications: 5+ years in SaaS sales with a focus on engineering solutions; degree in Engineering or Business preferred.
- Other info: Occasional international travel required; must be comfortable engaging with senior stakeholders.
The predicted salary is between 43200 - 72000 £ per year.
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.
- 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 solutions.
- 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.
- 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).
Strategic Account Manager - Software/SaaS/PLM/Construction employer: Mayflower Recruitment Ltd
Contact Detail:
Mayflower Recruitment Ltd Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Strategic Account Manager - Software/SaaS/PLM/Construction
✨Tip Number 1
Familiarise yourself with the specific engineering solutions and PLM platforms that are relevant to our industry. Understanding these tools will not only help you in discussions but also demonstrate your commitment and expertise during interviews.
✨Tip Number 2
Network with professionals in the software/SaaS and engineering sectors. Attend industry events or webinars where you can meet potential colleagues or clients, as building relationships now can pay off when you're in the role.
✨Tip Number 3
Prepare to discuss your experience with managing large accounts and how you've successfully navigated complex purchasing processes. Be ready to share specific examples of how you've built relationships with senior stakeholders.
✨Tip Number 4
Brush up on sales methodologies like MEDDICC and Challenger Sales. Being able to articulate your understanding and application of these methods will set you apart from other candidates and show that you're serious about driving results.
We think you need these skills to ace Strategic Account Manager - Software/SaaS/PLM/Construction
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights your experience in enterprise software/SaaS sales, particularly in engineering solutions. Use specific examples that demonstrate your success in managing large accounts and achieving sales quotas.
Craft a Compelling Cover Letter: Write a cover letter that showcases your understanding of the role and the company. Emphasise your ability to build relationships with senior stakeholders and your familiarity with PLM platforms and engineering workflows.
Highlight Relevant Achievements: In your application, include quantifiable achievements such as revenue growth percentages or successful account expansions. This will help illustrate your proven track record in managing and growing large global accounts.
Showcase Your Sales Methodology Knowledge: Mention your proficiency in key sales methodologies like MEDDICC and Challenger Sales. Explain how you have applied these methodologies in past roles to drive sales success and customer satisfaction.
How to prepare for a job interview at Mayflower Recruitment Ltd
✨Understand the Engineering Landscape
Make sure you have a solid grasp of engineering workflows and PLM platforms. Familiarise yourself with the specific challenges that engineering teams face, as this will help you tailor your responses and demonstrate your expertise during the interview.
✨Showcase Your Solution Sales Skills
Prepare to discuss your experience in solution sales, particularly how you've identified client pain points and provided tailored solutions. Use specific examples from your past roles to illustrate your success in managing large accounts and achieving sales quotas.
✨Engage with Senior Stakeholders
Highlight your ability to navigate complex organisational structures and engage with senior stakeholders. Be ready to share strategies you've used to build relationships at the VP level and above, as this is crucial for the role.
✨Familiarise Yourself with Sales Tools
Brush up on the sales tools mentioned in the job description, such as MEDDICC and SFDC. Being able to discuss how you've used these tools effectively in your previous roles will show that you're prepared and knowledgeable about the sales process.
