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For Companies At a Glance
- Tasks: Manage customer accounts, drive revenue growth, and collaborate with teams to ensure value delivery.
- Company: Phocas is a fun, fast-paced tech company transforming data into performance-boosting results for 2,300 clients.
- Benefits: Enjoy remote work flexibility, 30 days work-from-anywhere policy, healthcare, pension, and more perks!
- Why this job: Join a vibrant team where creativity thrives and your happiness is a priority.
- Qualifications: 3+ years in B2B account management, strong negotiation skills, and experience with CRM systems required.
- Other info: This role is UK-based, offering the chance to attend meetings at our Coventry office.
The predicted salary is between 28800 - 42000 £ per year.
Overview
The Account Manager plays a pivotal role in driving commercial partnerships, revenue expansion, and executive alignment across our customer portfolio. This is a role for a commercially minded relationship builder who thrives on identifying growth opportunities, leading strategic conversations, and helping customers realize more value from their investment in Phocas.
You will work closely with Customer Success and cross-functional teams to turn customer adoption into measurable expansion and long-term partnership. Phocas\’ growth strategy relies not only on acquiring new customers but on maximizing value within our existing accounts. Expansion revenue, customer advocacy, and strong executive relationships are central to this motion. The Account Manager sits at the heart of this strategy—owning the commercial relationship, converting Customer Success insights into revenue opportunities, and ensuring customers see Phocas as a long-term strategic partner.
Why This Role Matters
- Revenue Growth: Direct ownership of expansion revenue through upsell, cross-sell, and new product sales
- Customer Partnership: Builds deep executive relationships that strengthen retention and advocacy
- Commercial Execution: Converts Customer Success Qualified Leads (CSQLs) into tangible pipeline and revenue
- Visibility & Predictability: Provides clear forecasting and pipeline insight for leadership
- Cross-Functional Impact: Works closely with Customer Success, Marketing, Product, and Support to maximize customer value
Team Structure & Growth Plan
Reporting to the AM Market Lead, this role works in close partnership with
- Customer Success Managers to align on adoption, risk, and renewal success
- BDRs and Account Executives to coordinate account strategy
- Marketing, Product, and Support teams to address customer needs and unlock value
This role has no direct reports but plays a central role in orchestrating internal resources around customer success and growth.
What You Will Be Responsible For
- Own and manage a portfolio of existing customer accounts, driving revenue growth through strategic expansion initiatives
- Consistently meet and exceed monthly and annual expansion revenue targets
- Identify and lead upsell, cross-sell, and license growth opportunities
- Convert Customer Success Qualified Leads (CSQLs) into pipeline opportunities
- Manage pricing discussions, contract negotiations, and amendments
- Build and maintain strong relationships with senior customer stakeholders
- Lead Executive Business Reviews (EBRs) to align Phocas solutions with customer business outcomes
- Deliver accurate forecasts and pipeline reporting for leadership visibility
- Collaborate closely with Customer Success to support adoption, risk identification, and renewal success
- Deliver tailored product demos and value-based pitches aligned to buyer pain points
- Stay informed on Phocas products, industry trends, and evolving customer needs
Who We Are Looking For
- Proven track record of achieving commercial targets and managing full sales cycles
- Strong commercial acumen with confidence in pricing and negotiation discussions
- Excellent relationship-building and communication skills across executive and operational stakeholders
- Ability to translate customer challenges into clear solution value
- Highly organized and capable of managing multiple accounts simultaneously
- Proactive, curious, and customer-first mindset with resilience under pressure
- Passion for technology, learning, and aligning with Phocas\\\’ values
Benefits
We expect results at Phocas, which is why we give so much in return. In addition to your 5 weeks paid vacation, workplace pension, you can look forward to
- Fun / Fulfilling: Awesome culture and meaningful work
- Money: Competitive pay and a chance to share in our success
- Autonomy: Trusted to follow your passion and make it your own
- Growth: Opportunity to be more – for you and the business
- Wellness: We believe in a real work life balance and have a strong family orientated culture
- Career Journey: Take your skills to the next level with access to advanced training material 24/7
We are a 2020 Circle Back Initiative Employer – we commit to respond to every applicant
To all recruitment agencies Phocas does not accept agency resumes. Please do not forward resumes to our jobs alias, Phocas employees or any other company location. Phocas will not be responsible for any fees related to unsolicited resumes.
Phocas is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
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Account Manager employer: Phocas Software
Contact Detail:
Phocas Software Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Manager
✨Tip Number 1
Familiarise yourself with Phocas' products and services. Understanding the software you’ll be selling is crucial, as it will help you engage more effectively with customers and identify upsell opportunities.
✨Tip Number 2
Network with current or former employees of Phocas on platforms like LinkedIn. They can provide valuable insights into the company culture and expectations, which can help you tailor your approach during interviews.
✨Tip Number 3
Brush up on your negotiation skills and commercial acumen. Since the role involves managing renewals and upselling, demonstrating your ability to negotiate effectively will set you apart from other candidates.
✨Tip Number 4
Stay updated on industry trends related to SaaS, BI, and ERP software. Showing that you are knowledgeable about the market can impress interviewers and demonstrate your commitment to the role.
We think you need these skills to ace Account Manager
Some tips for your application 🫡
Tailor Your CV: Make sure your CV highlights relevant experience in B2B account management, sales, or customer growth roles. Emphasise your track record of hitting commercial targets and managing renewal cycles, as these are key for the Account Manager position.
Craft a Compelling Cover Letter: In your cover letter, express your enthusiasm for the role and the company. Mention specific experiences that demonstrate your strong commercial acumen and negotiation skills, and how you can contribute to driving revenue growth and retention.
Showcase Relevant Skills: Highlight your familiarity with CRM systems like HubSpot or Salesforce, and any experience with SaaS, BI, or ERP software. Mention any knowledge of sales methodologies such as MEDDPICC or Challenger, as this will resonate well with the hiring team.
Research Phocas: Take the time to understand Phocas' products, industry trends, and customer needs. This knowledge will not only help you tailor your application but also prepare you for potential interviews, showing your genuine interest in the company.
How to prepare for a job interview at Phocas Software
✨Know Your Numbers
As an Account Manager, you'll be expected to manage significant revenue streams. Be prepared to discuss your past achievements in hitting commercial targets and managing renewal cycles. Bring specific examples of how you've driven revenue growth in previous roles.
✨Familiarise Yourself with CRM Tools
Since experience with CRM systems like HubSpot or Salesforce is crucial, make sure you can talk about your proficiency with these tools. Highlight any specific instances where you used CRM data to enhance customer relationships or drive sales.
✨Understand the Company and Its Products
Research Phocas and its offerings thoroughly. Understand their products, industry trends, and customer needs. This will not only help you answer questions but also demonstrate your genuine interest in the company and its mission.
✨Prepare for Scenario-Based Questions
Expect to face scenario-based questions that assess your problem-solving skills and commercial acumen. Think of examples where you've successfully managed upsells, renewals, or cross-sells, and be ready to explain your thought process and outcomes.
