Account Manager- EMEA
DomainTools, United Kingdom

DomainTools is looking for an Account Manager to help enable DomainTools customers to get the most out of our products. The ideal candidate will be a proven relationship builder and manager with a deep passion and curiosity about technology and start-ups.

This is a full time equivalent- contracted, fully remote role supporting customers in Europe, the Middle East amp; Africa (EMEA) for a US based company.

You will use your extensive experience and consultative selling skills to communicate our solutions to a highly technical audience at some of the largest companies in the world. You will be responsible for initiating and maintaining relationships with our customers to drive high retention rates and employ effective selling strategies to successfully position DomainTools as a critical element in their security architecture.

You will be responsible for quarterbacking accounts from initial onboarding through securing renewals and contract expansions. You will effectively manage the renewal and/or contract expansion process throughout the sales and contract cycle, including customer follow-up, relationship-building, product demonstrations in person or via web, writing quotes and proposals, and negotiating and closing business.

Unlike a position at a larger company, this is not a silo position with just a quota and a list of accounts. We want a collaborative and energetic individual that can contribute to the overall go-to-market (GTM) team, work in a dynamic environment and deliver messaging and product feedback back into the rest of the organization.

Requirements

Job Responsibilities

The Account Manager role includes but is not limited to the following responsibilities:

• Manage the customer life cycle from onboarding through contract renewal, including scheduling initial meetings and ongoing solution set trainings and quarterly business reviews, through upsell evaluations, negotiation, contract changes, and signature while ensuring customers renew at an escalated ARR rate
• Be a trusted advisor, customer advocate, driving relationships with key customers and creating new champions within accounts
• Ensure continued high retention rates in an assigned book of business
• Devise and execute account strategies and plans to maximize customer growth
• Drive upsell business in your territory accounts, managing your sales process from prospecting to close to regularly meet or exceed retention quotas
• Conduct effective discovery calls with customers
• Deliver dynamic and engaging presentations and technical product demonstrations and trainings via Webex and in person
• Negotiate pricing and contractual terms to close upsells as required
• Build, maintain and develop knowledge to become an expert on Cyber Threat Intelligence and DomainTools’ data, as well as the competitive landscape
• Be available to travel during the year to represent DomainTools at trade events and shows to help drive pipeline growth and increase marketing presence post-Covid

• Utilize Salesforce to track all pertinent information related to the opportunity and account, and effectively manage your book of business including customer, pipeline and forecast data
• Know your customer’s use case, applied technologies, strategic plans and internal operations to stay ahead of trends and competition

• Serve as the primary point of contact for customers while collaborating with multiple internal stakeholders to ensure the existing customer base is receiving the value they expect from their implemented solutions
• Deliver feedback to the Product Management team on new feature requests and product enhancements
• Ensure customer success through proactive periodic health checks, product training, and best practices

Key Applicant Qualifications

• Professional Working Proficiency in English and German
• Minimum 5 years of proven excellence in account management or customer success for technology solutions to enterprise class organizations and successfully achieving an assigned up-sell quota
• Experience in the network/cyber security industry is a plus
• Proven history of quota attainment
• Ability to influence key decision makers and to negotiate effectively based on value and time to close
• Fast learner, adept at understanding and articulating new technologies and corresponding value propositions on the fly
• Effective using consultative selling methodologies. Ability to identify economic drivers and articulate effects on customers’ business, and position our solutions to a technical audience
• An analytical approach to sales process, pipeline management and improving sales effectiveness
• Ability to multitask and manage multiple priorities effectively, collaborate internally to get thi

Job Rewards and Benefits