WalkMe Published: August 3, 2020
Job Type
Level of education
Undergraduate
Spoken Language needed
English, Spanish, German
Level of Hebrew
Basic
Location of job
Tel Aviv/ Ramat Gan
How many relevant years experience do you require for the role:
3 years

Description

WalkMe’s Enterprise Account Managers are entrusted with the strategy and commercial well-being of WalkMe’s existing customers. The EAMs are ultimately responsible for ensuring that the executives in their customer portfolio are consistently realizing quantifiable business results from the WalkMe relationship and, as a result, renewing their WalkMe subscriptions.

The Enterprise Account Manager position is a quota carrying position. As an early member of the team, you’ll help shape process, manage customer’s retention life-cycle, negotiate pricing, unearth expansion opportunities and close renewals to achieve annual targets. Your experience identifying business problems and working cross-functionally to deliver solutions, as well as building relationships with key decision makers within the current accounts will be crucial to your success.

You will direct business value assessment alongside WalkMe Customer Success Managers to ensure our customers gain the most ROI from WalkMe. The success of this role means higher customer satisfaction, increased retention and expansion velocity.

What will you actually be doing?
- Possess a comprehensive understanding of WalkMe solutions and connect that knowledge directly to customer ROI
- Build strong relationships with customer executive levels; make sure they are engaged and consistently seeing value of WalkMe
- Maintain a high retention rate, ensure on-time renewals and generate expansion opportunities (up-sell, add-on, cross-sell, etc.)
- Proactively identify customer risk and opportunity signals; develop comprehensive strategies to combat and/or exploit
- Conduct regular business reviews (both virtual and onsite)
- Understand competitive products and can speak at length to product differences that highlight WalkMe’s advantage
- Act as an escalation point-of-contact for other relationship and commercial issues
- Develop strategies and coordinate cross-functional support to help customers maximize the value from WalkMe solutions
- Identify opportunities for the customer to expand their WalkMe investment, both within their existing platforms and from new ones

Requirements

- 3+ years of enterprise customer management experience at a Software as a Service company [SAAS model] with an emphasis on renewals and expansion
- Experience with mid-and large enterprise customers - must
- BA or BS required
- Experience with F500 customers and/or with 1000 - 5000+ employees - advantage
- Strong commercial and technical aptitude, can confidently discuss technical aspects alongside commercial negotiations
- Experience navigating with a wide-range of sophisticated contracts and legal discussions
- Excellent written and verbal communication skills (in English)- Must
- French or German speaker - an advantage
- Experience with a variety of customer and commercial management tools and technologies [Salesforce, Excel, Jira, Totango, Google Apps, and Workday]
- Experience within a globally-dispersed, multilingual team
- Strong presentation skills and ability to establish credibility with C-level executives
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