Account Executive

About The Company

Naviam is the world's largest and most experienced IBM Maximo solution provider, helping clients navigate and streamline their asset management journey. Formed by uniting nine leading EAM firms, Naviam supports hundreds of customers globally with best-in-class expertise, cloud solutions, mobile tools, and GIS-enabled technologies. With a relentless focus on innovation and customer success, we empower organisations to drive performance and long‑term value.

Role Overview

The Account Executive is responsible for the retention, renewal, and growth of a defined portfolio of existing contracted clients, delivering standard end‑to‑end account management activities (client retention, stakeholder engagement, contract renewals, upsell/cross‑sell, CRM hygiene, and professional proposal/documentation standards). The Account Executive will also provide mentorship, coaching, and day‑to‑day support to junior members of the account management team, helping them develop capability, adopt consistent best practices, and maintain high‑quality client engagement and commercial discipline.

Specific Responsibilities

• Client Retention & Account Development
  • Own and manage a defined portfolio of all existing clients across all tiering domains, ensuring consistent renewal of services and high client satisfaction.
  • Build Account Development Plans (ADPs) to support a good understanding of client operations, identifying opportunities to uncover and address changing client landscape, priorities and challenges.
  • Build and maintain strong relationships with stakeholders at all levels through effective stakeholder mapping and regular engagements.
  • Establish a regular cadence of touchpoints to explore needs and identify value opportunities.
  • Ensure all client interactions and insights are documented in Salesforce and internal reporting.
  • Adopt all internal supporting documentation ensuring it is up to date and accurate.
  • Proactively manage any identified client risks and make them visible at senior level.
  • Review and manage opportunities to prevent client churn and loss of accounts.
  • Act as the first point of contact for client queries, requests, or escalations.
• Contract Management, Renewals, Upsell & Cross‑Sell
  • Proactively manage contract renewals across the assigned portfolio, ensuring timely and smooth negotiations prior to contract expiry.
  • Identify and pursue upsell and cross‑sell opportunities across services, licenses, and project upgrades aligned with client goals.
  • Conduct periodic strategic reviews to discuss amendments, enhancements, or service expansion opportunities.
  • Achieve defined sales targets through consultative selling to existing clients.
• General Duties & Responsibilities
  • Meet KPIs related to client retention and existing client sales.
  • Maintain clear and accurate sales documentation aligned with Naviam quality standards and libraries.
  • Travel to client sites as needed (UK and International).
  • Deliver proposals and documentation to a high professional standard.
  • Ensure CRM hygiene for accurate reporting, trend analysis and performance management.
  • Perform other duties as reasonably requested by management.
  • Attend IBM and Naviam MUGS, marketing events and webinars to stay abreast of new product technologies.
• Team Mentorship, Coaching & Support
  • Provide mentorship and coaching to junior account team members, supporting their development in account fundamentals.
  • Support the adoption of consistent account management best practices across the team.
  • Provide practical guidance on prioritisation and portfolio management.
  • Review and improve the quality of junior outputs where needed.

Experience Required Skills & Personal Qualities

• Minimum 3 years proven experience in an incentivised key account / account sales role, ideally in Enterprise Asset Management (EAM) and IBM Maximo.
• Familiarity with asset‑intensive industries such as Utilities, Oil & Gas, Facilities Management, Manufacturing or Pharmaceuticals.
• Demonstrated success in account management with a portfolio of managed clients.
• Strategic account planning skills and familiarity with tools/methodologies for effective client management.

Skills & Personal Qualities

• Passionate to succeed, well organised and customer‑centric.
• Ability to understand client challenges and articulate value‑driven solutions.
• Strong relationship‑building and networking capabilities.
• Commercially aware with excellent business insight.
• Effective communicator with strong interpersonal and influencing skills.
• Organised, persuasive, proactive with excellent time management.
• Strong verbal and written English communication skills.
• Confidence to present in front of client and internal team audiences.
• Can manage customers’ expectations with professional integrity and rationale.
• Ability to promote value over price when positioning new business opportunities.
• Demonstrated ability to mentor, assist, and support development of best practice across a wider team.