Account Manager

The Account Manager is responsible for retaining the customers, ensuring their success, and growing their net dollar retention. They are also responsible for discovering, qualifying, developing, and closing renewals and expansion opportunities.

Account Managers are senior-level and are expected to professionally and accurately prove value propositions through pilots and POCs and negotiate economic and legal terms to close expanded subscription business.

The key to success in this role is the ability to evangelize approach and educate technical teams on the value proposition of our solution.

Responsibilities:

Work with multiple strategic accounts simultaneously, building relationships and expanding the footprint within these organizations.
Maintain and develop an active pipeline of forecasted opportunities to meet quarterly quota objectives. Drive pipeline velocity activities, including customer references, completing quotes, contract preparation, and execution.
Work with our Technical Account Managers, Strategic Account Executives, and Solutions Engineers to plan, prepare, and execute deals in complex and technical sales cycles.
Analyze customer business needs, identify strategic partnership opportunities, and develop strategies to ensure customer growth, satisfaction, and retention.
Deliver clear messaging and presentations and communicate the platform's uniqueness and the problems it solves.
Manage the business aspects of the entire renewal cycle.
Drive customer adoption/usage data, executive relationships, customer health, and other key data and trends, working with Customer Success to proactively address factors that could threaten a renewal.
Know the Observability market well. Educate and enable customers to learn about advantages.