Account Manager

Location: , Washington

Role Overview:

The Account Manager plays a critical role in managing our client engagements by working with all stakeholder groups - the client, internal product, sales and delivery teams, and outside parties to ensure we delight our client and grow the account. This position involves managing client stakeholder engagement, identifying opportunities for business expansion, managing external and internal communications, and account specific commercial and operational activities.

The Account Manager will be based at the client site and will serve as a liaison between the client and internal teams.

Key Responsibilities:

1. Client Management: The Account Manager (AM) owns LotusFlare’s strategic relationship with the assigned client and must develop trusted advisor relationships with key account stakeholders and engagement sponsors. The AM needs to develop and own the account strategy focused on delivering sustainable growth and overall customer satisfaction. The AM should be aware of active projects, professional services and deliveries. Develop and maintain a clear understanding of the client’s overall org structure, new projects, budgeting cycles, KPIs, acquisitions, etc. Build and maintain a strong working relationship with the procurement / sourcing team at the client.
2. Revenue Growth: Convert client challenges into new opportunities, and identify and pursue account expansion, including tenders. The AM will carry a sales target to drive incremental revenue for new projects with the client.
3. Lead and Manage New Opportunities : Work with Sales Operations, Sales Engineering, Product Engineering teams to lead and drive the lifecycle of new opportunities from identification, solutioning, demos, contracting to closure.
4. Customer feedback : Gather feedback from the client and work with various teams in LotusFlare (Product, Marketing, Sales Engineering, Sales Operations) to drive product development and new revenue opportunities. The AM will serve as the “voice of customer” for what is happening inside the client.
5. Financial management: Work with project team to ensure timely acceptance by customer of deliverables, ensure timely issuance of POs, invoices and payments. The AM will forecast and track key account metrics (e.g. quarterly sales results and annual forecasts, client satisfaction and retention level).
6. Provide Administrative Support: Offer administrative support to the delivery team as needed. This may include preparing reports, organizing documents, assisting in creating training courses and educational materials, attending steering committee meetings, and assisting with other administrative tasks to facilitate smooth operations.
7. Maintain Client Records: Keep accurate and up-to-date records of the client organization, stakeholder maps, interactions, meetings, and agreements. Ensure that client files and documentation are organized and easily accessible for reference.
8. Assistance with Client Events: Help with onsite operations during any client events, executive visits or workshops.
9. Commercial : In some cases the AM may be expected to assist with general sales, marketing, or other commercial activities not related to the client.

Qualifications:

• Bachelor's degree in Business Administration, Economics, Marketing or related fields.
• 5+ experience in Account Management, Project Management, Management Consulting, Sales, Business Development, or similar roles.
• 3+ years of experience working in the enterprise software or telecommunications industry.
• Prior experience in the telecoms vertical will be an advantage.
• Experience working at or selling to Tier 1 Operator Headquartered in the Seattle area is required.
• Based in Seattle or its vicinity.
• You are a digital savvy individual that knows the latest digital technologies and trends; you enjoy experimenting and are open to integrating new digital technologies in everyday work.
• Excellent communication and interpersonal skills, with the ability to build rapport and maintain positive relationships with clients and internal teams.
• Ability to adapt to a fast-paced environment and work independently with minimal supervision.
• Attention to detail and accuracy in handling client information and documentation.