Account Manager

Here at Aprimo, our mission is to empower the marketing organizations of today to build the brands of tomorrow. Aprimo is a pioneer of the marketing resource and digital asset management space, and we deliver an innovative, industry-leading SaaS solution that changes the way Fortune 500 organizations create, collaborate, and learn in order to deliver exceptional brand experiences at scale.

Aprimo helps enterprises unleash the power of their content by providing a marketing automation software and digital asset management software that manages the behind-the-scenes activities involved in marketing. Our product allows companies to manage content planning, creation and distribution all in one place, store content and media in a shared repository, and receive in-depth insights into how content performs.

Founded in 1998, Aprimo has five offices internationally, including Chicago headquarters, and offers a flexible work-from-home/remote-work policy.

Named a Leader in Digital Asset Management (DAM) and Marketing Resource Management by Forrester and winner of the 2021 Tech Cares Award for our work with Aprimo HELPS and Aprimo UNIFIES, we build on the power of our people to make an impact both in our industry and in our communities.

POSITION SUMMARY:

As an Account Manager (AM) at Aprimo, you will be responsible for nurturing and managing the relationships with our existing customers. You will ensure their satisfaction, retention, and drive upsell and cross-sell opportunities. You will also handle paperwork, contracts, and other commercial aspects of the customer engagement.

WHAT YOU WILL BE RESPONSIBLE FOR:

• Renewal and Retention:
  • Proactively engage with customers to understand their evolving needs and challenges, ensuring high customer satisfaction and retention levels.
  • Collaborate with Customers Success Managers (CSMs), Product, Support, and other internal stakeholders to address customer needs and foster a positive customer experience
• Upsell and Cross-sell:
  • Identify opportunities for upselling and cross-selling our products and services to existing customers, thereby increasing their lifetime value.
  • Leverage cross functional teams to support complex sales cycles
  • Create tailored proposals and pitches for expansion opportunities.
• Paperwork and Contracts:
  • Manage all contract-related processes, including renewals, amendments, and negotiations, to ensure smooth operations.
  • Ensure compliance with contractual agreements and terms.
• Systems & Process:
  • Assist with shaping the account planning and expansion execution process
  • Master the use of internal and external technologies like Salesforce, Claude, Asana, etc.
• Additional duties and responsibilities as required

CANDIDATE QUALIFICATIONS & WHY YOU’RE A GREAT FIT FOR THE ROLE:

• The Essentials
  • Bachelor’s degree in relevant field
  • Minimum of 4 years previous experience in a client facing account management role
  • 3 or more years of successful sales achievements, ideally within a Cloud-based software company, selling to Marketing professionals and other business leaders
  • Proven track record of solution selling – strong performance against target
  • Proven performance in high value, multi touch sales cycles
  • History of working with partners (SIs, ISVs, consulting firms)
  • Consistent quota achievement in excess of $1MM
  • History of success in Enterprise size new business prospecting and account development
  • Experience developing strategies on assigned accounts to fully leverage technology solutions and grow the lifetime value of the account
  • Proven ability to sell complex projects from conception to closure with experience managing internal and external resources to achieve objectives
• Additional Successful Qualities
  • Experience building trusted relationships with C-Suite and end users
  • Documented success in ensuring client retention
  • Ability to communicate effectively and promptly
  • Positive attitude who displays a relentless commitment to win with an entrepreneurial approach
  • Excellent listening and probing skills
  • Ability to naturally adapt to changing sales environments and personalities encountered
  • Ability to effectively contribute ideas and solutions to group work and to direct individual accomplishments towards organizational objectives with high levels of personal integrity
  • Excellent presentations and negotiation skills
  • Ability to demonstrate focus on identifying and selling to business challenges and not just the technology
  • Ability to demonstrate an understanding of a marketing technology ecosystem

APRIMO CULTURE & WHY YOU’LL LOVE WORKING HERE:

• Aprimo offers