Account Manager (West Coast)

The Company

The Kantata Cloud for Professional Services™ gives businesses the clarity, control, and confidence they need to optimize resource planning and elevate operational performance. Our purpose-built software is helping over 2,500 professional services organizations in more than 100 countries focus on and optimize their most important asset: their people. By leveraging Kantata, professionals gain access to the information and tools they need to win more business, ensure the right people are always available at the right time, and delight clients with exceptional project delivery and outcomes.

Kantata is well-capitalized, hiring, and growing our loyal and diversified customer base faster than we ever have. Most importantly, we have a clear vision of where we’re going and how to get there. (Hint: It involves you.) Did we mention that Kantata is also an awesome place to work? You’ll have the opportunity to work in a dynamic environment with a team that loves what they do. A talented team, ghat treat perks, and an amazing culture = an employee-rated Best Place to Work!

The Opportunity

Kantata is looking for a customer-focused sales professional to join the team as an Account Manager. In this role, you will be responsible for the growth and expansion of our existing customer base. This is a quota-carrying position, and you will drive revenue through upsells and account growth.

Our ideal candidate has a shown history of exceeding revenue targets, strong organization, and influencing skills, and a high level of personal accountability and independence.

Responsibilities

Maintain and grow the revenue base for your book of business by driving expansion and upsells for new products

• Relationship Management: Build strong, long-term relationships with key stakeholders and decision-makers within customer organizations. Understand their business objectives, challenges, and requirements to effectively position the SaaS solution.
• Establish and lead a defined sequence of events for each customer opportunity.
• Maintain detailed customer and prospect information in Salesforce.
• Account Growth: Identify upsell and cross-sell opportunities within the existing customer base. Collaborate with sales teams to drive revenue growth by expanding product usage, introducing additional features or modules, and promoting relevant services.
• Reporting and Analysis: Track and report on key performance metrics, such as customer satisfaction, retention rates, and revenue growth. Analyze customer data to identify trends, patterns, and areas for improvement. Use insights to develop strategies to optimize customer success.
• Drive full-cycle sale process for upselling and expansion opportunities.
• Collaboration: Collaborate closely with cross-functional teams, including sales, product management, marketing, and customer support, to ensure a seamless customer experience. Provide input and feedback on product enhancements, new features, and customer requirements.
• Industry Knowledge: Stay up to date with industry trends, competitive landscape, and best practices related to SaaS solutions. Share industry knowledge and expertise with customers to help them stay ahead in their respective markets.

Competencies

To be a successful Account Manager, you should possess a combination of technical expertise, interpersonal skills, and business acumen. Here are some competencies that can contribute to your effectiveness in this role:

• A high degree of emotional intelligence and empathy
• Proficiency in MS Office and Salesforce.com
• Problem-Solving: Account Managers encounter various challenges while managing client accounts. Being able to identify problems, analyze situations, and propose creative and effective solutions is crucial for maintaining client satisfaction and achieving objectives.
• Proven ability and desire to work and excel in a fast-paced environment
• Relationship Building: Establishing and nurturing strong relationships with clients is essential. You should be able to build trust, understand their needs, and communicate effectively to maintain a healthy client-manager relationship.
• Communication Skills: As an Account Manager, you will be responsible for conveying information clearly and persuasively. You should have excellent verbal and written communication skills to articulate ideas, negotiate contracts, and handle difficult conversations.
• Strong and strategic collaborator with the ability to discern when to engage team members in the development of solutions and when to take accountability and work independently
• Analytical Skills: Being able to analyze data, metrics, and trends related to client accounts allows you to make informed decisions and provide insights to clients. This data-driven approach helps you identify opportunities for growth and optimize account performance.
• Strategic Thinking: Successful account managers have the ability to think strategically and align client needs with company objectives. This involves identifying growth opportunities, upselling or cross-selling solutions, and developing long-term account plans.
• Negotiation Skills: Account Managers often engage in negotiations with clients, whether it’s contract terms, pricing, or resolving conflicts. Strong negotiation skills are vital to reach mutually beneficial agreements while maintaining a positive client relationship.
• Preferred at least 3+ years’ experience in a customer-facing, quota-carrying roles such as Customer Success or Account Management
• Excellent multi-tasking, organizational, and project management skills; high attention to detail
• Customer Focus: Your primary focus should be on customer satisfaction. Understanding customer expectations, anticipating their needs, and providing solutions that align with their goals are key elements of effective account management.

Compensation

• This position is eligible to participate in a Sales Incentive/Commission Plan.
• The base salary for this position ranges from $100,000 USD – $120,000 USD.
• The above represents the expected salary range for this job requisition. Other compensation considerations include location, relevant experience, and other job-related factors.

Additional Information

• The employee will be focusing on the West Coast territory, so there is a preference for a candidate located in PST / who can work in PST.
• This role is a remote role within the US.

Our Philosophy

We know every company can be successful with the right technology and when people are at the core. We believe that we’re better together – that working hand-in-hand brings the best thoughts to the table and creates an environment of learning and growth. Here, you’ll enjoy:

• The chance to learn from some of the best people in the business
• A vibrant, collaborative, and devoted team, who still makes time for fun
• Strong work-life balance that’s a true focus of the company
• An intentionally engaging and collaborative culture – ditch the silo!

At Kantata, we strive to create an inclusive workplace that upholds the dignity of all people. We value, respect, and celebrate everyone’s unique strengths from all different walks of life. As we continue to cultivate diversity within the company, our product (and people!) innovation continues to flourish.

Kantata is an Equal Opportunity Employer.