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Account Manager

Xactware
New Jersey, USA
Full-time
Manager · 10+ years experience
Remote
Discovered 1 weeks ago

Full Job Posting

Qualifications

  • Experience: 10+ years of consulting or customer-facing experience driving outcomes for both company and customer, with proven commercial ownership (quota, expansion or renewal revenue).
  • Executive presence: C-level business acumen and engagement; outstanding written and verbal communication.
  • Domain: Life, Retirement & Benefits experience.
  • Skills: Technology transformation and change management; linking business processes to product and technical solutions; risk and issue management.
  • Mindset: Entrepreneurial, hands-on, comfortable in a fast-paced environment.
  • Education: Bachelor's degree in business, engineering, computer science, management or technology; advanced degree preferred
  • #LI-MB1
  • #LI-Remote
  • 10+ years of consulting or customer-facing experience driving outcomes for both company and customer, with proven commercial ownership (quota, expansion or renewal revenue).
  • Technology transformation and change management; linking business processes to product and technical solutions; risk and issue management.

Responsibilities

  • What you will own:
  • Executive relationships: Serve as the senior Verisk/FAST contact; keep customer and FAST leadership aligned through program governance, roadmap and strategic planning sessions.
  • Account strategy: Maintain an account plan, stakeholder map, quantified whitespace, and a documented 12-month growth thesis for every account.
  • Expansion & renewals: Build and progress the upsell pipeline, protect renewals, manage pricing and contracting, and forecast accurately.
  • Net-new launches: Bridge the handoff from sales to delivery by aligning objectives, stakeholders, ownership and success measures early.
  • Customer value: Prove adoption and business outcomes (QBRs, health scores) that justify expanded spend and build references.
  • Internal orchestration: Coordinate sales, delivery, product, support, finance and partners; escalate unresolved barriers; relay customer and industry input to Product Development.
  • Market support: Support trade shows and sales/marketing initiatives that expand FAST in the market.
  • How you will drive growth:
  • Segment and prioritize. Rank accounts by customer value, expansion potential, executive access, product fit and strategic importance.
  • Build the value map. Document footprint, underused capabilities, adjacent lines of business, upcoming initiatives and quantifiable outcomes.
  • Create the growth plan. Set a 12-month path with target opportunities, owners, milestones, decision makers and partner involvement.
  • Execute commercial plays. Renewals, module adoption, policy-volume growth, new license revenue, AI capabilities (Max and embedded AI Agents), services and migrations.
  • Inspect and adjust. Review pipeline quality, slippage, engagement and value proof points monthly.
  • Remove barriers. Define the decision or support needed, align with accountable owners in Product, Delivery and leadership, and escalate.
  • Measures of Success:
  • Customer Value - Adoption growth, module utilization, health scores, reference ability
  • Revenue - Quota attainment, new license revenue, expansion ARR/TCV, and renewal preservation
  • Execution - Current account plans, forecast hygiene, partner alignment, and barrier resolution

Preferred Qualifications

  • Education: Bachelor's degree in business, engineering, computer science, management or technology; advanced degree preferred

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