Account Manager - Seattle, United States - Alation

Description

3+ years of experience in account management, customer success, inside sales, sales development, or renewals operations
2+ years of experience managing accounts related to enterprise data management, data governance, or similar data intelligence solutions
Experience in a quota-carrying sales role with proven achievement in retaining and expanding into customer accounts
An expert with contract negotiation and account management across a range of renewal sizes, from high velocity, low touch renewals to low velocity, high touch
Have excellent written and verbal communication
A passion for building relationships and solution outcomes with customers, strong project management, organization skills, and process management
Ability to mitigate risk
Experience working within a fast-paced late-stage startup environment
Excellent organizational skills with the ability to prioritize tasks and work independently and as part of a team
Responsibilities

As an Account Manager specializing in Data Intelligence at Alation, you will be responsible for owning and executing a portfolio of renewal contracts in an assigned territory with Alation's Sales organization
The ideal candidate possesses a deep understanding of SaaS contracting, demonstrating expertise in minimizing financial attrition, identifying growth opportunities, and providing data-driven insights to enhance future outcomes
This role is 100% remote reporting to the Regional Sales Director within a specific sales territory

Customer Relationship Management:
Cultivate and expand relationships with executive sponsors, champions, and decision-makers within customer organizations, emphasizing the significance of data intelligence

Renewal Management:

Ensure timely renewals for assigned accounts and territories, utilizing customer data, analytics, and insights to assess the health of renewals well in advance.

This is inclusive of outbound renewal activities such as discovering and educating new stakeholders and renewals qualifications for existing customers

Forecasting and Negotiation:
Take ownership of renewal opportunities, forecasting accurately, negotiating favorable terms, and engaging internal resources for a seamless renewal process

Upsell and Cross-Sell:
Identify and leverage upsell or cross-sell opportunities within each account, collaborating with the account team for mutual success

Risk Mitigation:
Proactively identify renewal risks and develop mitigation plans, involving internal resources for prompt solutions

Problem-Solving:
Recognize and escalate complex technical or business issues within Sales, Deal Desk, and any other parts of the organization to work on a solution that results in prompt sales closure and optimal customer satisfaction
$55,000 - $75,000 a year
The base salary range is specific to the United States

The salary of the final candidate selected for this role will be set based on a variety of factors, including but not limited to internal equity, experience, education, work location, specialty, and training.

Continuous learning, enrichment and development opportunities
Competitive pay and health offerings including commuter benefits
Flexible time off to relax and recharge
Qualifications

3+ years of experience in account management, customer success, inside sales, sales development, or renewals operations
2+ years of experience managing accounts related to enterprise data management, data governance, or similar data intelligence solutions
Experience in a quota-carrying sales role with proven achievement in retaining and expanding into customer accounts
An expert with contract negotiation and account management across a range of renewal sizes, from high velocity, low touch renewals to low velocity, high touch
Have excellent written and verbal communication
A passion for building relationships and solution outcomes with customers, strong project management, organization skills, and process management
Ability to mitigate risk
A customer satisfaction focus
Experience working within a fast-paced late-stage startup environment
Excellent organizational skills with the ability to prioritize tasks and work independently and as part of a team
Responsibilities

As an Account Manager specializing in Data Intelligence at Alation, you will be responsible for owning and executing a portfolio of renewal contracts in an assigned territory with Alation's Sales organization
The ideal candidate possesses a deep understanding of SaaS contracting, demonstrating expertise in minimizing financial attrition, identifying growth opportunities, and providing data-driven insights to enhance future outcomes
This role is 100% remote reporting to the Regional Sales Director within a specific sales territory

Customer Relationship Management:
Cultivate and expand relationships with executive sponsors, champions, and decision-makers within customer organizations, emphasizing the significance of data intelligence

Renewal Management:

Ensure timely renewals for assigned accounts and territories, utilizing customer data, analytics, and insights to assess the health of renewals well in advance.

This is inclusive of outbound renewal activities such as discovering and educating new stakeholders and renewals qualifications for existing customers

Forecasting and Negotiation:
Take ownership of renewal opportunities, forecasting accurately, negotiating favorable terms, and engaging internal resources for a seamless renewal process

Upsell and Cross-Sell:
Identify and leverage upsell or cross-sell opportunities within each account, collaborating with the account team for mutual success

Risk Mitigation:
Proactively identify renewal risks and develop mitigation plans, involving internal resources for prompt solutions

Problem-Solving:
Recognize and escalate complex technical or business issues within Sales, Deal Desk, and any other parts of the organization to work on a solution that results in prompt sales closure and optimal customer satisfaction
Benefits

$55,000 - $75,000 a year
The base salary range is specific to the United States

The salary of the final candidate selected for this role will be set based on a variety of factors, including but not limited to internal equity, experience, education, work location, specialty, and training.

Continuous learning, enrichment and development opportunities
Competitive pay and health offerings including commuter benefits
Flexible time off to relax and recharge
Due to its remote and hybrid culture, Alation conducts all of its interviewing and onboarding virtually.

Big Data isn't a problem. It's an opportunity...

At Alation, we help people find, understand, and trust data. So they not only excel in their work — they drive value for their enterprise, team, and role. In the words of one customer, "Alation makes me look like a rockstar."

We help companies like Pfizer and Salesforce empower their people with the best data every day.

As a platform for innovation, Alation helps customers create game-changing solutions (like a program for early-stage disease detection with Pfizer) and connect people to great data in less time (like Salesforce, whose analysts can now find data 35% faster).

And we're just getting started.

With more than $340M in funding - valued at over $1.7 billion and 450+ customers with household names - Alation is poised to capitalize on data as an opportunity.

Headquartered in Silicon Valley, Alation was named to Inc. Magazine's Best Workplaces list for the fourth time. Do you want to join a team that welcomes new ideas, supports your growth, and recognizes your unique value?

Join us

As an Account Manager specializing in Data Intelligence at Alation, you will be responsible for owning and executing a portfolio of renewal contracts in an assigned territory with Alation's Sales organization.

To be successful in this role, you will need to be driven, curious, intelligent, and passionate about customers and renewals.

You will remove barriers to customer retention and collaborate with the broader sales and solution engineering team to deliver a high-value customer experience at the time of renewal.

This is a demanding role that requires strong priority management and interpersonal skills.

The ideal candidate possesses a deep understanding of SaaS contracting, demonstrating expertise in minimizing financial attrition, identifying growth opportunities, and providing data-driven insights to enhance future outcomes.

This role is 100% remote reporting to the Regional Sales Director within a specific sales territory.


What you'll be doing:

Customer Relationship Management:

Cultivate and expand relationships with executive sponsors, champions, and decision-makers within customer organizations, emphasizing the significance of data intelligence.

Renewal Management:

Ensure timely renewals for assigned accounts and territories, utilizing customer data, analytics, and insights to assess the health of renewals well in advance.

This is inclusive of outbound renewal activities such as discovering and educating new stakeholders and renewals qualifications for existing customers.

Forecasting and Negotiation:

Take ownership of renewal opportunities, forecasting accurately, negotiating favorable terms, and engaging internal resources for a seamless renewal process.

Upsell and Cross-Sell:
Identify and leverage upsell or cross-sell opportunities within each account, collaborating with the account team for mutual success.


Risk Mitigation:
Proactively identify renewal risks and develop mitigation plans, involving internal resources for prompt solutions.


Problem-Solving:

Recognize and escalate complex technical or business issues within Sales, Deal Desk, and any other parts of the organization to work on a solution that results in prompt sales closure and optimal customer satisfaction.

You should have:

• 3+ years of experience in account management, customer success, inside sales, sales development, or renewals operations.
• 2+ years of experience managing accounts related to enterprise data management, data governance, or similar data intelligence solutions.
• Experience in a quota-carrying sales role with proven achievement in retaining and expanding into customer accounts.
• An expert with contract negotiation and account management across a range of renewal sizes, from high velocity, low touch renewals to low velocity, high touch.
• Have excellent written and verbal communication.
• A passion for building relationships and solution outcomes with customers, strong project management, organization skills, and process management.
• Ability to mitigate risk.
• A customer satisfaction focus.
• Experience working within a fast-paced late-stage startup environment.
• Excellent organizational skills with the ability to prioritize tasks and work independently and as part of a team.

$55,000 - $75,000 a year
The base salary range is specific to the United States.

The salary of the final candidate selected for this role will be set based on a variety of factors, including but not limited to internal equity, experience, education, work location, specialty, and training.

If the final candidate has a different level of experience, the base salary target range may be lower or higher than what is published.

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#LI-Remote

More About Alation

Our founders have come together from different backgrounds: business, engineering, and design. This unique mix from our founding team is important to the Alation culture story.

Today, our team consists of creators and communicators with varied backgrounds - from Stanford, to the Indian Institute of Technology, big companies and one-person startups, the United States, and abroad.

We continue to seek ever more diverse perspectives as we grow.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on

the basis of race, name, religion, color, national origin, gender identity and expression, sexual orientation, age, marital status, veteran status, or disability status.

Why Alation?

• Market-Leading Data Catalog Provider
• Highgrowth, collaborative environment with diverse and inclusive teams
• Continuous learning, enrichment and development opportunities
• Competitive pay and health offerings including commuter benefits
• Flexible time off to relax and recharge

and much, much more

Company information

Alation is the leader in enterprise data intelligence solutions including data search & discovery, data governance, data stewardship, analytics, and digital transformation.

Alation's initial offering dominates the data catalog market.

Thanks to its powerful Behavioral Analysis Engine, inbuilt collaboration capabilities, and open interfaces, Alation combines machine learning with human insight to successfully tackle even the most demanding challenges in data and metadata management.

More than 400 enterprises drive data culture, improve decision making, and realize business outcomes with Alation including AbbVie, American Family Insurance, Cisco, Exelon, Fifth Third Bank, Finnair, Munich Re, NASDAQ, New Balance, Parexel, Pfizer, US Foods, and Vistaprint.

Headquartered in Silicon Valley, Alation was named to Inc.

Magazine's Best Workplaces list and is backed by leading venture capitalists including Blackstone, Costanoa, Data Collective, Dell Technologies, Icon, ISAI Cap, Riverwood, Salesforce, Sanabil, Sapphire, and Snowflake Ventures.

For more information, visit
Business Intelligence, Information Services, Software, Information Technology, Enterprise Software, Artificial Intelligence, Machine Learning, Cloud Computing, Data Analysis, Collaboration Software

Company Specialties:
Data, Data Catalog, Machine Learning Data Catalog, Agile Data Governance, Information Stewardship, TrustCheck, Enterprise Data Catalog, Metadata Management, and Data Curation

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