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As a Key Account Manager (KAM), you play a decisive role in the growth of 360Learning's business, and you will join a team of 5 KAMs (Mid-market). You will be in charge of around 100 accounts (existing customers from 100 to 2,500 employees).
At 360Learning, the KAM role is 80% sales oriented, and your goal is to develop your portfolio and generate growth. But, you will not work alone! Client Success Partners and internal experts (digital pedagogy, platform structuring, IT) are in charge of the client’s project monitoring and execution. Collaborating with these teams will be instrumental to succeed in your upsell and cross-sell actions. It is expected that you build trustful, long-term relationships with your customers and occasionally visit them (travelling) or meet them during tradeshows / events.
We are eager to retain the best talent in our teams, and we will encourage internal moves after 2-3 years of continuous success to build together fulfilling career paths. This KAM Mid-role offers the possibility of moving to a KAM Enterprise position (existing customers from 2,500 to 10,000+ employees).
Within 1 month, you will:
- Become a Trello expert and get familiar with our product
- Learn to navigate Convexity, our working environment
- Meet the different teams at 360Learning
- Finalize your onboarding
Within 3 months, you will:
- Take full ownership of your portfolio of customers
- Map accounts and define an account growth strategy, prioritize your portfolio (tiering)
- Work closely with our Client Success Partners to gather relevant information about our existing clients, in order to generate upselling
- Prepare account reviews with our clients in order to identify areas of development
- Conduct presentations and demonstrations of 360Learning
- Complete the handover of your portfolio and close 30-50 K€ of new ARR in your first quarter (depending on start date)
Within 6 months, you will:
- Ensure accurate reporting of the activity with your coach to optimize the forecast
- Be proactive in order to improve business processes
- Write complex business proposals and conduct business negotiations
- Close 65-85 K€ of new ARR in your second quarter (depending on start date)
Within 12 months, you will:
- Prepare, anticipate and ensure the renewal of clients’ contracts
- Define action plans to generate upsells
- Manage the entire business relationship with the clients
- Exceed your targets and be on track to reach the yearly target
The Skill Set:
- 3+ years of experience in an Account Manager or sales-related function (revenue generation with a portfolio of clients) Previous experiences working in the SaaS industry
- Experience in a fast-growing environment such as start-up / scale-up, which requires agility and responsiveness
- Active listening skills and a team player mindset
- Excellent written and verbal communication skills
- Native German and fluent English (B2+) proficiency
- Enthusiasm for our culture explained here: https://bit.ly/Convexity_360L
Interview Process:
- Phone Screen with our Talent Acquisition Manager
- Discovery Meeting with Antoine, the KAM Mid Coach
- Case Study with both the KAM Mid-Coach and the VP Mid-Market
- Clarification Meeting with the KAM team
- Culture Fit Meeting with our CRO
- Offer!
What we offer:
- Compensation: Package includes base salary, a variable component and equity 📈
- Benefits: Work From Home perks, medical insurance, gym subscription, 1 month parental leave for the second parent.
- Balance: Flexible hours, Total work from home possible anywhere in Germany 🏠
- Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each group’s activities and providing a quick path to impact 🤝
- Corporate Social Responsibility: Review our CSR Charter: 360learning.com/blog/corporate-social-responsibility-charter 🌎🌏🌍
- Culture: A framework that will help you make an impact - envision our way of working and our Convexity Culture:https://bit.ly/Convexity_360L & find out more about the teams, product and processes https://bit.ly/42H1ggC 🚀👩🏻💻🏆
Who We Are
360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partners–all from one place.
360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across North America and EMEA.
Learning Includes Everyone.
In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!
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