Account Management Leader, Emea

2 weeks ago

London, United Kingdom Apptio Full time

Overview:
As an organization, Apptio has a very strong culture; it is open, transparent, and very customer focused. Leaders in the organization consistently showcase the following key attributes and look to build teams that embrace these qualities every day:

- Growth Mindset
- Dealing with ambiguity and change
- Take ownership and has accountability
- Customer-focused
- Foster an inclusive environment

The leader of Account Management is a highly strategic leadership role within Apptio EMEA. This role offers tremendous responsibility and visibility within Apptio’s global leadership team. This role has the responsibility for the latter, to maintain and provide growth from our existing customer base across EMEA. You will be expected to meet and exceed the companies defined objectives for renewal rates on SaaS solutions, delivering new subscription growth within our customer base.

s, we are committed to continuously improve and adapt to the key needs of our customers. We win if our customers win.

**Responsibilities**:
**Key Responsibilities**
- Lead, manage and develop an Account Management team with focus on achieving and exceeding quarterly and annual targets for renewals and new business.
- Oversee and be responsible for accurate forecasting.
- Conduct regular deal and account reviews with the team to ensure high levels of customer adoption, deal execution and forecast accuracy.
- Act as point of escalation for the account executives in managing the day-to-day front-line management of deals and customers.
- Oversee and develop internal relationships with cross functional teams.
- Work cross functionally to develop & fine tune operating procedures, particularly, Pre Sales, Customer Success and Marketing.
- Work in conjunction with the Partner and Alliances team to build and maintain relationships within the installed base that add value to the Apptio solutions.
- Present recommendations to Senior Management and participate in broader organizational initiatives to address issues which impact the EMEA sales function.

Qualifications:
**Job Requirements**:

- University degree or equivalent work experience required.
- Track record of high over achievement.
- Strong consultative approach with a broad and deep understanding of Enterprise IT operating principles.
- Highly motivated, team player who is comfortable communicating at all levels.
- Significant, stable and progressive experience in sales and sales management roles, ideally with SaaS based technologies.
- Extensive experience managing and developing high performance Sales teams.
- Ability to negotiate mutually agreeable outcomes with customers & internal stakeholders.
- Proven track record managing to a forecast and pipeline & consistent performance against KPIs.
- Excellent customer relationship management skills.
- Strong negotiation skills.
- Ability to influence cross-functional processes, with leadership, peers and subordinates.
- Strong work ethic and ability to travel.

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