Account Manager, Partners

Vena Solutions

8d•Remote

About The Position

This is a flexible position and has the option of working in our Toronto office full time, hybrid throughout the week or working entirely remotely. The Account Manager, Partners serves as the primary point of contact for a portfolio of Vena customers who have relationships with Vena’s Partners, focused on delivering an outstanding customer experience while driving net revenue growth through renewals, cross-sell, and upsell opportunities. In this strategic role, the Account Manager, Partners builds trusted, multi-threaded relationships at all levels within customer organizations and within Vena’s Partners. When appropriate, act as a link between customers, partners and Vena’s internal teams, ensuring satisfaction, value realization, and long-term success.

Requirements

3+ years of proven and consistent success managing the retention and growth strategy of an established client base or equivalent experience working directly in Sales, FP&A or corporate finance with a track record of exceeding targets and performance goals.
Experience driving adoption and change management within tech organizations. You will ideally have applicable experience in “sell to a Finance audience” and Finance Process and Accounting expertise/knowledge.
Drive performance through creativity, lead-by-example leadership, compelling communication and inspiration. You will have excellent presentation and communication skills with the ability to build initial and sustained relationships with senior management and C-suite Finance stakeholders.
High level of organization in your workflows. You understand how to be responsible for a client portfolio and how to prioritize your time.
Proven reputation as an account management professional who exemplifies Vena’s values.
A growth mindset where you are committed to your own personal and professional development including the growth of those surrounding you.
Team player who can also thrive in self-managed and independent environments
Base salary range 77,180 - 104,420 CAD

Responsibilities

Customer Relationship Management:
Build and nurture multi-threaded relationships with key stakeholders and decision-makers within customer organizations.
Develop and execute account plans for growth potential accounts by conducting effective discovery sessions with customers to understand their top priorities and business challenges.
Act as a trusted advisor by demonstrating how aligning their unique challenges to Vena’s platform capabilities can solve their business challenges and deliver measurable business outcomes.
Revenue Retention and Growth:
Through territory planning, manage and own the net revenue growth strategy and execution for your assigned portfolio of accounts by driving the renewal and expansion/upsell strategy for your customer portfolio.
Lead the quote to order process by preparing and presenting bespoke pricing proposals and facilitating the contract creation and execution process. Maintain an accurate forecast on a weekly basis to consistently meet and exceed annual revenue targets.
Actively manage both expansion sales and renewal cycles, leveraging workback plans and/or mutual close plans as needed, to secure opportunities in a predictable manner.
Address SLA, security/compliance requests, invoice collections issues, and/or other commercial terms as needed to support Vena’s revenue goals.
Customer Health:
Utilize data-driven insights by leveraging technology and reporting to monitor account health, identify and track renewal and expansion opportunities, and report on key performance metrics.
Proactively identify risks and take steps to prevent churn (cancellation or downsell of services) with support from Vena’s Customer Success team members and relevant cross-functional teams to ensure customer satisfaction, adoption, and value realization goals are met.
Collaboration with Partners:
Responsible for working with Vena’s partners and building relationships and join portfolio and/or account plans with them.
Collaboration with Internal teams:
Partner with cross-functional departments that support delivering an exceptional customer experience including Solutions, Customer Success, Professional Services, Application Support, Marketing, Product and Technology, Finance, and Operations to proactively address any potential churn risks, ensuring customer satisfaction and retention with a focus on net revenue growth
Enablement:
Embrace a growth mindset by actively engaging in learning and development opportunities, while also occasionally leading or supporting internal enablement or training initiatives to enhance team efficiency, drive productivity, and mentor junior team members.
Other duties, as assigned.