Account Manager, Senior
Role Overview
The Senior Account Manager manages and grows strategic accounts, achieves sales targets, and builds long-term customer relationships.
The role identifies opportunities for AI and enterprise technology solutions, leads commercial engagements, and coordinates internally to deliver customer value, retain licenses, and grow revenue.
Key Skills for This Role
Full Job Posting
About Nabeh
Nabeh, a subsidiary of Master Works, provides AI-powered solutions for automating operations, improving efficiency, and supporting innovation.
Its areas include computer vision, LLM applications, speech-to-text, data intelligence, and low-code AI solutions.
Role overview
The Senior Account Manager manages and grows strategic accounts, achieves sales targets, and builds long-term customer relationships.
The role identifies opportunities for AI and enterprise technology solutions, leads commercial engagements, and coordinates internally to deliver customer value, retain licenses, and grow revenue.
Sales and account growth
- Achieve assigned revenue and gross margin targets and develop account plans covering priorities, stakeholders, renewals, and growth.
- Close upselling and cross-selling opportunities; develop account opportunities and pursue new customers where allocated.
- Lead sales cycles from qualification through proposal, negotiation, and contract closure.
Customer relationships and retention
- Build relationships with executive sponsors, business users, IT teams, and procurement stakeholders.
- Review customer satisfaction, solution adoption, and upcoming requirements with accounts.
- Manage renewals and active-license retention risks; coordinate with Customer Success, Support, and Delivery to resolve concerns.
- Communicate commitments, timelines, and outstanding actions clearly.
Opportunity qualification and POCs
- Validate customer needs, budget, decision authority, and purchasing timelines before committing resources.
- Work with Presales to confirm solution fit, technical requirements, and delivery feasibility.
- For customized POCs, define a business case, success criteria, customer responsibilities, and purchasing process, and obtain internal approvals.
- Track POC outcomes and review lost opportunities for qualification gaps and corrective actions.
Pipeline and internal coordination
- Maintain accurate account, contact, opportunity, and forecast information in the CRM, with next steps, close dates, and risks.
- Provide reliable sales forecasts and timely updates on major opportunities.
- Ensure complete handovers to Delivery and Customer Success after contract closure.
- Share customer feedback and market insights with Product, Presales, and Marketing.
Requirements
- Bachelor’s degree in Business, Information Technology, Engineering, or a related field.
- 5–8 years of enterprise technology sales or account management experience and a record of meeting targets and growing strategic accounts.
- Experience selling AI, SaaS, cloud, data analytics, or enterprise technology solutions.
- Experience managing complex sales cycles, renewals, proposals, and commercial negotiations.
- Able to engage executive, business, technical, and procurement stakeholders.
- Proficient in CRM systems, account planning, and sales forecasting.
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