What are the responsibilities and job description for the Strategic Account Manager position at Snowplow Analytics?
Strategic Account Manager
Boston - hybrid or remote
About Snowplow
Snowplow, the global leader in customer data infrastructure (CDI) for AI, enables every organisation to own and unlock the value of its customer behavioural data.
The Snowplow CDI fuels AI-driven marketing, digital products and services, customer experiences and fraud detection, by enabling companies like Burberry, Strava, and AutoTrader to collect and manage real-time, structured and unstructured behavioral data governed in their cloud data platform.
With thousands of companies relying on Snowplow worldwide to generate AI-ready data to uncover deeper customer journey insights, predict customer behaviors, optimise differentiated customer experiences, and detect fraud; we are at the forefront of transforming how data-driven organisations leverage their customer behavioral data.
Following our $40 million Series B funding led by global venture capital firm NEA, known for investments in Databricks, MongoDB, and Elastic, we are seeking creative and innovative individuals to help us shape the future of Snowplow.
The opportunity:
We are seeking a high impact Account Manager, Strategic Accounts to drive retention and growth across a portfolio of Snowplow’s strategic customer base. Strategic accounts include our US headquartered enterprises, select subsidiaries of the Global 2000, and high-potential start-ups and scale-ups.
This role reports to the Director of Strategic Accounts with a focus on the North American market and forging key relationships with our strategic customers. You will own your portfolio of accounts across the complete customer lifecycle. Being a horizontal platform, you will work creatively with Solutions Architects and Technical Account Managers to fully understand your customers’ business and technical challenges, and ensure that their Snowplow is meeting their needs.
You will help your customers to achieve and communicate business value derived from Snowplow, expand their use cases, drive championship across the customer organizations, and identify and pursue opportunities for expansion.
What you’ll be doing:
● Collaborate with our customers in a highly strategic manner to quantify business value and ROI
● Solidify the organizational value of Snowplow, and help our key stakeholders communicate value
● Grow our existing strategic customer base through cross and upsell e
● Successfully manage renewals and upsell cycles, focusing on mitigating risk, ensuring timely signature, and negotiating with procurement and finance teams
● Drive multi-year contract strategies across your customer base
● Be a trusted advisor and partner to your portfolio of accounts, driving trust and championship with senior leadership
● Develop and execute on a partner strategy to drive growth across your portfolio - including cloud data warehouses, technology partners, and systems integrators
● Deliver account management best practices: thorough account and territory planning, contract and procurement negotiation, discovery, champion-building etc.
● Collaborate closely with Marketing, Customer Success, Technical Account Management, and Product teams to align your account management planning and strategy with customer-wide objectives
● Employ Challenger sales methodologies and MEDDPICC framework to develop and execute plans that focus on customer retention and growth
We’d love to hear from you if you have:
● A minimum of 5 years experience in a similar role related to technical products
● A proven track record of over performance in individual contributor sales roles
● Experience applying Challenger sales methodologies and MEDDPICC strategically
● A creative approach to problem solving
● An entrepreneurial approach to territory planning and management
● An understanding of data analytics & cloud infrastructure would be highly advantageous
What We Offer You in Return:
💰 A competitive package
🏖 Unlimited PTO
🧘 Flexible working
✍️401k
🏥 Medical, dental and vision insurance
💻 MacBook and home office equipment allowance
📋Short & long term disability insurance
Snowplow is dedicated to building and supporting a brilliant, diverse and hugely inclusive team. We don't discriminate against gender, race, religion or belief, disability, age, marital status or sexual orientation. Whatever your background may be, we welcome anyone with talent, drive and emotional intelligence.