About us
We are the leading provider of open source API management, integration, and identity and access management (IAM) solutions to thousands of enterprises worldwide.
The Role: Commercial Account Manager
This key position requires a strong understanding of customer needs, complex sales projects, ability to build and maintain long-term relationships, and proven track record of exceeding sales targets.
Key Responsibilities:
* Account Management:
o Develop and execute account plans to achieve revenue growth and customer satisfaction goals.
o Build and maintain strong relationships with key decision-makers at existing customer accounts.
o Proactively identify and pursue new business opportunities within existing accounts.
o Conduct regular account reviews and provide insightful business reviews to customers.
o Work closely with other departments to support customer success.
* Sales and Revenue:
o Achieve and exceed assigned sales quotas and revenue targets.
o Drive client retention, renewals, upsells, and cross-sells.
o Negotiate and close deals effectively.
o Manage the entire sales cycle from lead qualification to contract negotiation and customer onboarding.
o Contribute to the development of sales strategies and best practices.
o Gather market intelligence, developments, and competitor activities and share insights with the sales team.
Qualifications and Skills:
* Proven track record of success in a sales role, preferably in the software industry.
* Experience with long sales cycles, request for proposals, and public tenders.
* Strong understanding of the software development lifecycle and enterprise IT environments.
* Experience with open source software, API management, and IAM technologies.
* Excellent communication, presentation, and interpersonal skills.
* Strong negotiation and closing skills.
* Ability to build and maintain strong customer relationships.
* Strong analytical and problem-solving skills.
* Proficiency in CRM systems and other sales tools.
* Bachelor's degree or equivalent preferred.
Diversity Drives Innovation:
We value diversity and inclusion, fostering an environment that respects each individual's strengths, perspectives, and ideas.