WalkMe Published: October 7, 2019
Job Type
Level of education
Undergraduate
Spoken Language needed
English
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

Role and Responsibilities:
- Serve as the trusted point of contact for WalkMe’s portfolio of customers throughout the lifecycle, beginning from the point of sale and extending through on-boarding, business reviews, project success, and renewals.
- Build relationships with decision makers and economic buyers to uncover business needs and priorities to establish a success plan for your accounts.
- Ability to understand customer requirements, identify, up-sell and cross-sell opportunities to deepen penetration of WalkMe solution within customer environment.
- Proactively engage each account to identify risks and to ensure that every WalkMe functionality and offering is being leveraged, maximizing the value of each WalkMe subscription.
- Work cohesively with professional services and sales to define project deliverables and customer’s ongoing service package needs.
- Own and establish creative ways for WalkMe to increase renewals and drive long term customer success. Take a proactive approach in cross-selling and up-selling your book of business.

POSITION DELIVERABLES
- Forecast your Book of business renewal trend and create “de-risk” plans for accounts at risk.
- Establish a strategic plan with new customers that drives forward and maximizes the customer’s desired business outcome.
- Establish relationships with key customer stakeholders to secure renewal and drive further product adoption.
- Work with customers to develop a success plan that outlines how WalkMe will be addressing their critical need both immediately and in the future that includes metrics for success.
- Actively update customers regarding how the WalkMe Product roadmap will continue/increase the value to their business.
- Monitor customer utilization trends and provide product strategy recommendations for customers to utilize WalkMe’s capabilities ideally for the desired outcomes.
- Executive presence and confidence in communicating with technical, business, and C-level stakeholdersLeverage customer relationships for prospect customers.
- Own pricing strategy, negotiation, and closing process of renewals and services packages.

Requirements

- 3-5+ years of relevant CS / AM at a SaaS company experience with Fortune 500 companies.
- Prior experience with owning renewals as well as expansion targets.
- Demonstrates high competency in sales discovery methodologies and strategic value and ROI discussions.
- Strong commercial and technical aptitude, can confidently discuss technical aspects alongside commercial negotiations.
- Relationship management internally to establish resource needs.
- Ability to design pricing strategy and articulate commercial aspects of the agreement.
- Demonstrable success in thinking strategically, executing tactically while providing consistent and high levels of customer satisfaction and retention in a fast-paced environment.
- Natural proactive nature who works to curb reactive behaviours and go above and beyond the call of duty but approaches all situations with and empathetic and patient manner.
- Experience in an enterprise solution sales environment and ability to partner with account executives in development and closure of sales opportunities is preferred.
- Highly data-driven with a commitment to process. Excited about driving and tracking a consistent engagement process with all customers in your portfolio.
- Native English level is a must
- Team player with the highest level of integrity.
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