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Key Account Manager - Large Accounts

Permanent contract
Paris
Salary: Not specified
Fully-remote
Experience: > 5 years

360Learning
360Learning

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The position

Job description

As a Key Account Manager, you play a decisive role in the growth of 360Learning's business.

Within a structured team of 4 KAM Large, you are in charge of around 40 strategic accounts (existing customers above 2,500 employees) and your goal is to develop your portfolio and generate growth.

But you will not work alone: Client Success Partners and internal experts (digital pedagogy, platform structuring, IT) are in charge of the client’s project monitoring and execution. You will also get support from a Sales Development Representative for your outbound efforts. Collaboration with them will be instrumental to succeed in your upsell actions. 

You will have the opportunity to be part of the very dynamic Digital training sector at a time when clients double down on distant training. Growth trend is steep and our KAM team are achieving their ambitious objectives in 2020.

We are eager to retain the best elements and favour internal moves after 2-3 years of continuous success to build together fulfilling career paths.

Within 1 month, you will:

  • Become an expert of our product and our Convexity corporate culture
  • Meet the different teams at 360Learning
  • Finalize your onboarding
  • Take full ownership of your portfolio of customers
  • Within 3 months, you will:

  • Map accounts and define an account growth strategy
  • Work closely with our Client Success Partners to gather relevant information about our existing clients, in order to generate upselling.
  • Prepare account reviews with our clients in order to identify areas of development.
  • Shadow presentations and demonstrations of 360Learning, to understand how to pitch our solution and manage successfully up-selling and cross-selling processes.
  • Ensure the handover of the portfolio and close 75 K€ of ARR
  • Within 6 months, you will:

  • Ensure accurate reporting of the activity with your coach to optimize the forecast
  • Be proactive in order to improve business processes
  • Write business proposals and conduct business negotiations
  • Take full ownership of your portfolio of customers
  • Within 12 months, you will:

  • Prepare, anticipate and ensure the renewal of clients’ contracts
  • Define action plans to generate upselling
  • Manage the entire business relationship with the clients
  • Close 450 K€ of ARR after your full ramp-up
  • The Skills Set

  • + 5 years of experience in sales of SaaS solutions in an Account Manager function (management and revenue generation with a portfolio of clients)
  • Excellent sales track record
  • Strong active listening skills
  • A "Team Player" mindset
  • Basic elements of HR culture would be appreciated
  • Fluency in English (level B2 or equivalent). Native French Proficiency.
  • Enthusiasm about our working environment explained here: https://bit.ly/Convexity_360L
  • Interview Process

  • Call with our Talent Acquisition Manager
  • Discovery meeting with the coach
  • Role-play with the team and the coach
  • Meeting the KAM team
  • Interview with one of the co-founders
  • Offer!
  • What we offer

  • Compensation: Competitive package (including a variable component and equity)
  • Benefits: Work From Home perks, RTT, lunch vouchers, medical insurance, gym subscription, 1 month parental leave for the second parent
  • Flexibility: Flexible hours, full remote work possible anywhere in France
  • International team: Offices in London, New York and Paris
  • Culture. We are powered through our culture called Convexity (you will hear this a lot). We are strong-believers in documenting our process, sharing continuous feedback and having low authority. Envision what's it like to join 360Learning from onboarding to ramp-up, and beyond: https://360learning.com/blog/360learner-journey/
  • Want to know more?