Key Account Manager

Account Manager
Sydney, Australia

About AvePoint:

Beyond Secure. AvePoint is the global leader in data security, governance, and resilience, going beyond traditional solutions to ensure a robust data foundation and enable organizations everywhere to collaborate with confidence. Over 25,000 customers worldwide rely on the AvePoint Confidence Platform to prepare, secure, and optimize their critical data across Microsoft, Google, Salesforce, and other collaboration environments. AvePoint’s global channel partner program includes approximately 5,000 managed service providers, value-added resellers, and systems integrators, with our solutions available in more than 100 cloud marketplaces. To learn more, visit www.avepoint.com.

At AvePoint, we are committed to investing in our people. Agility, passion and teamwork set us up to do our best work and foster a culture where you are empowered to craft your career, make an impact, and own (y)our future. Unleash the power of you!

About the position:

Beyond Secure. AvePoint is the global leader in data security, governance, and resilience, going beyond traditional solutions to ensure a robust data foundation and enable organizations everywhere to collaborate with confidence. Over 25,000 customers worldwide rely on the AvePoint Confidence Platform to prepare, secure, and optimize their critical data across Microsoft, Google, Salesforce, and other collaboration environments. AvePoint’s global channel partner program includes approximately 5,000 managed service providers, value-added resellers, and systems integrators, with our solutions available in more than 100 cloud marketplaces. To learn more, visit www.avepoint.com.

At AvePoint, we are committed to investing in our people. Agility, passion and teamwork set us up to do our best work and foster a culture where you are empowered to craft your career, make an impact, and own (y)our future. Unleash the power of you!

About the position:

Are you ready to progress your sales career in the fast-growing SaaS industry where you work with our existing customers to help them get the most out of their Microsoft Cloud investment? Passionate about technology, people and sales? Utilise your skills and passions at the number one cloud data governance ISV in the world.

Your job is to work with a dedicated patch of our existing customers as an Account Manager to be their key point of contact. Your role is to establish a trusted advisor relationship to achieve and expand customer goals resulting in account renewal, upsell and cross-sell.

You’ll be responsible for the AvePoint vison and strategy for these customers. In this role, you are tasked with renewing and expanding our footprint within your territory of existing customers.

You will help your customers with any questions or issues they may have (with the support of our team), as well as build your relationships within the customer to identify new customer pain and business challenges. You will work with our team to successfully close new deals by listening to your customers, understanding their problems and positioning innovative solutions using AvePoint products.

Your responsibilities will include:

• Owning a book of business with assigned customers that you are responsible for selling, supporting, educating, and growing through regular, systematic touchpoints.

• Acting as the single point of contact for existing AvePoint customers in your account patch

• Maintaining and building relationships with existing key contacts

• Establishing relationships with key customer business and technical advocates that have the power to drive long-term AvePoint solution adoption within their company

• Ownership of the commercial sale

• Managing complex sales cycles with a consultative sales approach

• Securing the renewals of customer accounts at or above the projected renewal amount

• Increasing sales by driving product adoption, managing escalations and thereby ensuring retention and long-term satisfaction.

• Understanding the customer’s business, their challenges, pains, and opportunities

• Presenting AvePoint solutions relevant to customer objectives

• Working with dedicated pre-sales engineers and other cross-functional team members to help close business

• Successfully facilitating solution discovery, solution overview, and technical deep dive sessions with customers (with support as required).

• Answering questions and helping to resolve issues in a timely manner, including communicating new product developments to existing customers

• Communicating with prospective customers, assist and guide them through their evaluation and selection process

• Maintaining an accurate and current pipeline of opportunities within the CRM system

• Be responsible for hitting or exceeding quarterly renewal and new business targets

What you will bring to our team:

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.

You’ll need to be passionate about people, technology savvy and carry a desire to learn and grow in a fast-paced, every-change global SaaS business. You’ll be confident and self-motivated with an entrepreneurial mindset. You take pride in seeing your hard work pay off when you see the final results.

Other qualities you’ll need to be a fit for this role include:

• Bachelor’s degree

• Multiple years of technology account management experience and skills

• Prior experience selling in the Microsoft 365 ecosystem preferred

• Experience with executive selling, both business and technical

• General familiarity with selling methodologies and processes

• Business Development experience preferable

• Accountability and a sense of urgency

• Excellent communication and listening skills

• Willingness to learn and grow

What you will bring to our team:

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.

You’ll need to be passionate about people, technology savvy and carry a desire to learn and grow in a fast-paced, every-change global SaaS business. You’ll be confident and self-motivated with an entrepreneurial mindset. You take pride in seeing your hard work pay off when you see the final results.

Benefits we offer: 
• Competitive market-based compensation 
• Career progression and internal mobility opportunities across our global footprint in North America, EMEA, and APAC
• Work life balance through hybrid working model of 3 days a week in office
• Generous PTO allowance incl. specific AvePoint Holidays (Birthday Day, Family Day, Holiday Half Day, Community Outreach Half Day!)
• Private Health Insurance
• Mobile Phone Plan Reimbursement 
• Tuition Reimbursement 
• Dedication Awards
• Employee Referral Program 
• ...and much more! 

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.

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