VP of Account Management

Job Description

Job Title: VP of Account Management

Group: Cruise & Ferry Sales Team

Location: USA

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Company Overview

Quvia is the first AI-powered quality of experience (QoE) management platform for things that move, like ships and planes, transforming connectivity and digital experiences even in the most remote and hard-to-reach places. The Quvia platform uses AI and machine learning to seamlessly blend any combination of connectivity, regardless of provider, orbit or network, into one, vendor-neutral environment. It then delivers comprehensive, end-to-end analytics and dynamic network orchestration that optimizes for the best possible QoE and end-user experiences. Today, Quvia works with world-leading, Fortune 500 companies in aviation, cruise, shipping and more.

Why Quvia?

• Founded in 2019, Quvia is a fast-growing, Series A tech startup passionate about making connectivity and digital experiences better for everyone, everywhere.
• Our industry-first solutions are already addressing major challenges for companies in the aviation and cruise industries – and we're just getting started.
• Quvia is headquartered in the greater Miami region, with offices in the UK and India, and remote teams around the world.
• As an early-stage company, all Quvia employees have the opportunity to make a significant impact on our growth trajectory, and the future of the industries we serve.
• Quvia is backed by Columbia Capital, a respected venture capital firm founded in 1989 that has raised over $5 Bn of fund commitments.
  
  

About The Role

Quvia’s Cruise and Ferry business unit are seeking a VP of Account Management. The VP of Account Management will be responsible for the day to day running of the Cruise & Ferry business unit. You will be entrusted with leading the account management of the business unit, developing and maintaining our global accounts, managing renewals and upgrades of existing accounts to increase revenue from new and existing products in the Quvia portfolio.In addition, this position will involve the management of the Technical Account Management team. You will work closely with all Quvia’s sales and technical functions to ensure contracts deliver product alignment, technical feasibility, strategic business benefits and to ensure that the customer journey is managed on a day to day basis with emphasis on customer success using the Quvia product portfolio.

We need a dedicated, organized, and efficient professional who thrives on being integral to a fast-paced startup environment. We need your skills as an excellent communicator and a critical operations player who can bring value to a stellar team focused on customer satisfaction. You can set appropriate expectations, keep everyone apprised of progress and action items, balance workloads, lead cross functional teams and ensure we meet our commitments. You also excel at dealing with the complexities associated with large enterprise customers.

What You'll Do

Developing, Maintaining and Retaining a Customer Base

• Lead the day to day operations of the cruise and ferry vertical in North America, including technical account management and new and existing sales activities.
• Manage and lead the customer renewals and upgrades process.
• Customer growth and retention through strategic selling of all Quvia products.
• Pre and post sales support.
• Ensure customer satisfaction with technical capabilities of the product and address any recommendations to product changes internally.
• Upsell through delivery of sales presentations, negotiate, and close sales deals.
• Participate in the development of strategic customer planning sessions and reviews to ensure organizational alignment with customer needs and desires.
• Present product enhancements and address product recommendations in sync with Quvia’s product team.
• Be the face of Quvia for the customer.
• Engage in priority escalations and ensure that internal teams are driving towards resolution.
• Liaise with the product team to ensure customer recommendations are addressed and delivered to the market.
  
  

Collaborating with Colleagues

• Work with the technical solutions experts to create innovative and compelling proposals.
• Meet with Quvia’s executive leadership team to propose recommendations around operational efficiency and revenue improvements.
• Establish, develop, strengthen and maintain relationships with internal and external stakeholders at all levels to achieve the objectives of the company as a whole.
• Generate new ideas for service and product opportunities.
• Attend industry events to network with relevant stakeholders, gain industry insight and represent Quvia in the marketplace.
  
  

Reporting and Administration

• Analyse and control expenses to conform to accounting requirements and budgetary constraints.
• Cash-flow forecasting / Budgeting.
• Prepare periodic reports on sales volume, potential sales, and areas of proposed client base expansion.
• Maintain accuracy of online systems designed to report status and progress, i.e., CRM customer contacts and sales opportunities.
• Report on user metrics and make recommendations to improve customer access to Quvia portal.
  
  

What You'll Need

• Degree holder in Business Management, Telecommunication, Computer Science, Engineering or other related disciplines or, not less than 15 years’ experience with 10 years in software/telecom/technology/managed services sales (solution sales approach) and selling to the Cruise and Ferry industries.
• Knowledge of spreadsheet software and sales-related software
• Must have business savvy, strong presentation and negotiation skills, and ability to close deals – engagement to closure.
• Ability to solve practical problems.
• Positive mindset, result-oriented, high level of initiative and integrity
• Hands-on attitude to solve problems and capture opportunities.
• Strong business acumen and work independently and think strategically.
• A team player and adaptable.
  
  

What We'll Offer

• Connectivity and content engineering and business knowledge
• Competitive Salary
• 401(k) with 100% match up to 4.0% after one year of service
• Competitive health benefits
• Life Insurance
• Generous paid time off policy
• Commission plan
  
  

Interested in learning more?

• Check out our website at www.quvia.ai
• Read this Q&A with Kidsan Barnes, SVP, Cruise & Ferry at Quvia, to learn more about how Quvia is disrupting connectivity technologies in the cruise industry.
• Quvia has been deployed on more than 100 cruise ships! Read this article to learn more about the value of Quvia to our customers in the cruise industry.
• We recently announced the availability of Quvia’s network APIs for the maritime industry. Check out the press release to learn more about how Quvia can help maritime solution providers improve onboard experiences, like emergency response.
  
  

Quvia will never ask to interview job applicants via text message or ask for personal banking information as part of the interview process. Quvia will never ask job applicants or new hires to send money or deposit checks for the company. In case of doubt, please contact us directly at katy@quvia.ai

Quvia is an Equal Opportunity Employer. Employment opportunities at Quvia are based upon one's qualifications and capabilities to perform the essential functions of a particular job. All employment opportunities are provided without regard to race, religion, sex (including sexual orientation and transgender status), pregnancy, childbirth or related medical conditions, national origin, age, veteran status, disability, genetic information, or any other characteristic protected by law.