Account Manager
Department: Sales
Employment Type: Full Time
Location: Sydney
Reporting To: Kevin Smith
Description
Propeller is on a mission to take the guesswork out of moving dirt - reducing wasted fuel, time, and money. We do this through the power of maps.
Our customers use Propeller’s integrated hardware and software products to capture accurate 3D versions of their worksites. With over 50,000 worksites worldwide using Propeller’s smart survey technology, we empower project teams to map, measure, and manage site activity.
Propeller empowers everyone to approach, own, and solve problems creatively. We’re data nerds who care about impact, honesty, and each other. We take pride in being a great place to work. We are proud to be recipients of
BI Group's Excellence in Customer Experience award and
Inspiring Workplaces of Australasia, being recognized as a
Fast Company and
BuiltIn Best Place to Work. You can learn more about us on
Glassdoor.
Your Mission
As a part of the Sales team, you’ll work closely with Customer Success Managers and Sales to help renew existing customers and broaden their use of Propeller’s suite of products. You’ll prevent churn alongside the customer success team and identify opportunities for up-sells and expansions. You’ll help support Propeller’s efforts to mature its Account Management function by identifying and implementing new processes and standards for renewing customers at scale.
About You
You’ve got B2B software experience and you understand the SaaS business model. You’re passionate about delivering customer value and improving the way customers are renewed. You’re a self-starter with the ability to operate independently and produce results in a fast-paced, rapidly expanding environment. You have experience working and communicating with channel partners, as well as direct customers, and you understand the critical role channel partners play in customer acquisition and revenue growth. You are a confident and adept presenter, know how to adjust your communication style for your audience and can navigate corporate politics within our customers’ and channel partners’ organisations to deliver successful outcomes.
Responsibilities
- Manage an annual quota and hit or exceed growth and churn targets.
- Proactively grow the value of more than 200+ accounts, with a focus on the APAC regions.
- Build and maintain effective relationships with hardware and software customers, as well as channel partners (dealers).
- Identify opportunities for expansion and up-sell into existing customer accounts.
- Negotiate customer contract terms in partnership with our network of dealers and be able to successfully demonstrate value and ROI.
- Educate customers about any pricing changes to our core platform and any new products available for purchase.
- Understand each customer's needs and desired outcomes in order to align them with real, effective solutions.
- Deliver exceptional customer service across a range of customer types and sizes.
- Develop new processes and refine existing ones to scale account management as a function of the business, including CRM adoption, automation, standard business reviews, etc.
- Maintain net-negative ARR churn across your portfolio of accounts.
Your Skills & Experience
- You have a strong track record of selling, including the ability to showcase product value in terms that customers can identify with and understand.
- You’ll have excelled in a sales-focused role at a SaaS or Construction Tech company with a strong history of quota attainment.
- Experience working with both direct customers and channel partners.
- Ability to communicate value confidently, negotiate business terms effectively, and handle challenging customer conversations including objections and terms of service clarifications.
- Exceptional organization, presentation, project management, and communication skills (both verbal and written).
- Must have the ability to build a value proposition through effective probing and understanding of the customer’s business model, as well as the ability to build rapport and credibility.
- Team player with experience collaborating cross-functionally in support of shared renewal goals, and the ability to successfully work with both the customer success and sales teams.
- Ideally 1-2 years experience in account management at a B2B SaaS company, with direct responsibility for proactively preventing churn, growing account value, and identifying expansions and upsells.
- 1-2 years experience managing a renewal quota and being held to specific monthly and quarterly renewal targets.
Benefits
- Employee share options
- Professional development budget and leave
- The opportunity to take part in our mentorship program
- Mental health resources
- Monthly telephone and/or internet allowance
- Paid primary & secondary parental leave policies
- Hybrid work arrangements and WFH equipment provided
