Account Manager
Company: Whatfix Inc.
Location: San Jose
Posted on: October 20, 2024
Job Description:
Who are we? Whatfix is a leading global B2B SaaS organization
and the largest pure-play enterprise digital adoption platform
solution provider. Utilizing GenAI technology, Whatfix enhances all
stages of software deployment with application simulation, product
analytics, and digital adoption, driving business outcomes such as
increased revenue win rates, cost reduction, risk compliance,
enhanced productivity, and improved user experience. We have seven
offices in the US, India, UK, Germany, Singapore, and Australia,
supporting 700+ global customers, including 80+ Fortune 500
companies. Whatfix has raised $140 million to date and is backed by
marquee investors, including Softbank, PeakXV, Dragoneer, and Cisco
Investments.
- With over 45% YoY sustainable annual recurring revenue (ARR)
growth, Whatfix is among the "Top 50 Indian Software Companies" as
per G2 Best Software Awards.
- Recognized as a "Leader" in the digital adoption platforms
(DAP) category for the past 4+ years by leading analyst firms like
Gartner, Forrester, IDC, and Everest Group.
- The sole vendor named as Customers' Choice: 2024 Gartner Voice
of the Customer for Digital Adoption Platform Report. We also boast
a star rating of 4.6 on G2 Crowd 4.5 on Gartner Peer Insights, and
a high CSAT of 99.8%.
- Highest-Ranking DAP on 2023 Deloitte Technology Fast 500 North
America for Third Consecutive Year.
- Won the Silver for Stevie's Employer of the Year 2023.
- Only DAP to be among the top 35% companies worldwide in
sustainability excellence with EcoVadis Bronze Medal. We are
looking for an Account Manager to join our team! This position will
be aligned to Strategic and Large Enterprise Accounts in the
Eastern market. We kindly request candidates with only CSM
backgrounds need not apply. About the Role
- The Account Manager position is a quota-carrying role. As a
critical team member, you will lead our global expansion efforts
within key regional and global accounts in North America and
Globally.
- This will include managing existing relationships, stakeholder
management, cold prospecting to new buyers and new groups within
key accounts and subsidiaries, creating opportunities within these
accounts, and driving these opportunities to closure.
- Build strong relationships with multiple product lines of
business and other internal groups; be a trusted advisor and the
Single Point of Contact for their business and commercial
requests.
- Your experience identifying business problems and working
cross-functionally to provide solutions, create proposals, and
drive SOWs, as well as building relationships with important
decision-makers and stakeholders within these accounts and their
ecosystems, will be crucial to your success.
- You will have experience participating in Value Engineering and
Centers of Excellence exercises in large Fortune 500 accounts.
- The success of this role means working directly with CXO-level
and key business stakeholders to build relationships and generate
new opportunities within these accounts headquartered in North
America. What you get to do
- Prospect within assigned accounts to generate pipeline, create
opportunities, and close deals. Account Managers are paid 100% on
new business within an existing account.
- Consistently deliver license and recurring service revenue
targets in your assigned portfolio.
- Build trusted advisor relationships with your customers,
including building relationships with the key contacts, customer
executive teams, and stakeholders across the organization.
- Participate in and ultimately lead ongoing vendor relationships
and executive review activities within assigned customers.
- Drive high engagement and demonstrate value realization & ROI
of Whatfix through Executive Business Reviews and other
channels.
- Build and maintain relationships within Whatfix to collaborate
effectively with sales engineering, business development,
marketing, product teams, and other stakeholders to drive pipeline
and success in this role. Proactively identify and resolve account
success blockers that may arise.
- Get individual face time as you work in our small North
American office side by side with the Chief Revenue Officer and the
Founder who owns R&D as we build this office out. What you
bring to the table
- Overall 5+ years of Sales or Account Management Experience,
exposure to SaaS, and working with large Fortune 500 enterprise
accounts. Proven ability to hunt for new opportunities is a
must.
- Experience selling to buyers from CRM, HR, Learning and
Development, Procurement, and IT for Software Applications,
managing a complex sales cycle, and opening doors.
- Value-based consultative selling ability and understanding of
ROI and cost/benefit analysis.
- Consistent track record of over-achievement, exceeding quota,
and high performance.
- Strong executive presence and ability to develop
executive-level (CxO) relationships and lead strategic initiatives
with customers.
- Excellent communication, negotiations, and strategic thinking
skills.
- Able to work independently and remotely from other members of
your team.
- This role requires 50% or more of travel, without exception.
You would be an excellent fit for our team if:
- You are a self-motivated, high-performer who can work with
minimal oversight to get the job done.
- You're a positive team player who knows how to plan and lead an
account.
- You have a track record of success selling software and
services to enterprises and quickly identifying how our solution
fits into existing enterprise clients' internal and external
strategies.
- You're comfortable selling at a start-up company that is
emerging in the market, and you are excited about putting your mark
on something early.
- You love being a part of a small, dynamic, and agile
organization that encourages you to learn and grow.
- You are passionate about using your experience and expertise to
inspire the team. Perks / Benefits
- Uncapped incentives.
- Equity plan.
- Mac shop, work with the newest technologies.
- Unlimited PTO policy.
- Paid maternity leave.
- Monthly cell phone stipend.
- Paid UberEats lunches-daily.
- Medical, Dental, and Vision coverage (Whatfix pays 80% of the
premium for individuals and their families; for the HSA, Whatfix
contributes $1,000 for individuals and $2,000 for a family).
- Work side by side with the Co-founder and CRO in the San Jose
office.
- Team and company outings.
- Learning and Development benefits. At Whatfix, we thrive on the
power of collaboration, innovation, and human connection. We
strongly believe that working together in our office (five days a
week) fosters open communication, builds a sense of community, and
fuels innovation. This ensures open communication, strengthens our
sense of community, and enables us to achieve our collective goals
effectively. To facilitate global collaboration, our US teams start
and end early, while our India teams start and end late. US teams
do not have any evening meetings. Relocation and Sponsorship
offered. We strive to live and breathe our Cultural Principles and
encourage employees to demonstrate some of these core values -
Customer First; Empathy; Transparency; Fail Fast and Scale Fast; No
Hierarchies for Communication; Deep Dive and Innovate; Trust is the
foundation; and Do it as you own it. Whatfix is an Equal
Opportunity Employer and an E-Verify participant. All activities
must comply with our Equal Opportunity Laws, ADA, and other
regulations, as appropriate. We are an equal opportunity employer
and value diverse people because of and not in spite of the
differences. We do not discriminate on the basis of race, religion,
color, national origin, ethnicity, gender, sexual orientation, age,
marital status, veteran status, or disability status. The salary
range for this position is 280-300K OTE, with a split for the base
and variable. Compensation will be determined by factors such as
level, job-related knowledge, skills, and experience. Due to our
company's global nature and hiring committees spanning different
time zones, the interviews for this role will be recorded for those
not in attendance to review.
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Keywords: Whatfix Inc., Petaluma , Account Manager, Executive , San Jose, California
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