[Hiring] Client Account Manager @6ed692d8-042b-41ec-9a7b-e6bbba7127b7

Role Description

We are seeking a Client Account Manager (CAM) who is responsible and accountable for the net revenue retention of assigned clients, including ASI Direct clients and clients with relationships with our Solution Providers. Client Account Managers must maintain strong working relationships with assigned clients to prevent client churn and identify potential new sales opportunities. This position requires active and continuous relationship building and management, including business reviews and regular check-ins to align client KPIs and reporting and to collect client data and feedback. The CAM is also responsible for monitoring product adoption and usage, analysing client health, and communicating information about new product releases and related educational events.

What you’ll be doing

• Representing ASI products and services, using industry research as well as deep and comprehensive knowledge of our solutions and how they meet the needs of client organizations.
• Building strong business relationships with client executives and staff by understanding business goals, recognizing and identifying opportunities within clients’ businesses, and helping them plan to achieve those objectives through sales and referrals of all ASI services and solutions, including iMIS, TopClass, OpenWater and Clowder, using solid and logical, client-benefit reasoning to justify the investment.
• Ensuring regular contact with all assigned clients, primarily by phone; larger clients may require more detailed in-person contact with one meeting, at least annually, to discuss plans and roadmaps with senior client management.
• Preparing and conducting executive business reviews and check-ins, integrating value attainment into these discussions and aligning client KPIs and assisting with KPI reporting.
• Reviewing client product adoption and usage and collecting client data and feedback to monitor and analyse client health.
• Managing new or challenging clients as they occur as part of positive account management, recognizing incipient client problems and pro-actively identifying resources and coordinating referrals within the ASI organization to handle issues effectively and efficiently.
• Preparing and successfully executing a client renewal strategy, managing the renewal process, and coordinating renewals internally and externally to achieve monthly, quarterly, and annual sales quotas.
• Delivering established targets and objectives for combined client revenues / gross margins (including software update, licenses, hosting, and services) for allocated clients, working within the Client Sales Procedures.
• Identifying, qualifying, and managing a pipeline of expansion deals.
• Developing and maintaining professional relationships with staff in all ASI divisions globally, as appropriate.
• Supporting other ASI Client Account Managers in their roles as required, especially in times of personal/annual leave.
• Performing other job-related duties and responsibilities as may be assigned from time to time.

Qualifications

• Bachelor’s degree in relevant field or equivalent experience
• 3+ years of account management or sales experience within a similar industry, with proven success at or above defined targets (preferred)
• Thorough knowledge of appropriate ASI software products and services, including understanding the business benefit of each
• Excellent interpersonal, verbal and written communication, and presentation skills
• Demonstrated proficiency with sales management software and CRM
• Strong problem-solving skills with ability to balance persuasion with professionalism
• Capable of leading and delivering excellent client sales
• Pro-active, organized, and driven to deliver personal and team business results
• Able to work independently and as part of a team

Benefits

• Wellness Benefits
• Opportunities for Professional Growth and Development
• Flexible Remote Work
• Volunteer Time Off
• Study Leave
• Employee Assistance Program