Account Manager

Reports to: VP Account Management

Location: Remote, US (East Coast)

About the Role

At Corsearch, our client relationships are our top priority. We're looking for an experienced Account Manager who is proactive and passionate about Corsearch, our products and services, and most importantly, our clients. We provide a flexible work environment where you can work remotely, with opportunities to travel to client meetings, industry events, and join committees to advocate for brand owners and understand emerging industry trends.

Key responsibilities in the role

Relationship Management

• Own the commercial relationship for your client base with a focus on maintaining and growing revenue.

• Build and maintain strong relationships with your customer stakeholders

• Meet with customers virtually and in person when appropriate to drive a consultative and partner-based sales approach

• Understand each customer’s fiscal year and budget cycles and their contract and procurement processes

Sales and Commercial Growth

• Achieve assigned sales targets by collaborating with customer success to deliver best-in-class brand protection services.

• Achieve assigned renewal, upsell, and cross-sell targets by collaborating with internal partners to ensure high customer usage and satisfaction

• Manage renewal of contracts, commercial discussions, and the annual customer contract and renewal cycle

• Negotiate and execute contracts to maximize annual recurring revenue

• Negotiate annual price increases

• Identify, develop, negotiate and convert new upsell and cross-sell opportunities

Operations and Strategy

• Manage risk assessment plan for your account book with next steps and actions in place for accounts identified at risk

• Keep Salesforce and other support tools updated with timely, relevant, and accurate information

• Forecast weekly, monthly, quarterly

• Collaborate with sales team and other commercial team members to identify and grow opportunities within your account book

• Keep up to date with all major product updates and be able to articulate their value to our clients

• Be able to articulate any new products and services and their value proposition

• Clearly communicate progress of initiatives and campaigns to internal and external stakeholders

The ideal candidate will have

• Previous experience in B2B Sales, Account Management, or Customer Success roles with commercial responsibility for renewals and growth

• Experience managing quotas and consistent sales performance regarding retention and revenue targets.

• Track record of meeting and exceeding revenue targets

• Experience working in technology or SaaS companies, preferably in the IP space

• Able to articulate complex solutions and deliver business cases that resonate with our customers

• Strong research, problem-solving and analytical skills

• Ability to create clear messaging to articulate and promote the business use cases of new technology

• Experience delivering business cases, account plans, and regular business reviews

• Able to collaborate with cross functional teams

• Demonstrable knowledge of procurement, contract process and negotiation

• Willingness to travel about 25%

Nice to have

• Experience working within the Brand Protection or Intellectual Property industry.