West Coast Account Manager/Customer Success – Cloud/SaaS #19694 - Redfish Technology (Redwood City,

#19694 West Coast Account Manager/Customer Success – Cloud/SaaS Location: Bay Area, California Company: Our client is the leading provider of channel data solutions for the high-tech industry, giving our customers unparalleled visibility into their channel sales activity. The company’s solutions help customers acquire high-quality data from their partners globally, leverage this data to improve their business processes, and communicate this insight to their channel organizations through CRM and PRM tools. Job Opportunity: The company’s customers are leading global high tech companies and company works closely with the clients’ teams in each global region. The company has a strong reputation for service excellence and exceeding customer expectations. The West Coast Area Manager will be responsible for business development and establishing deeper relationships with existing customers in, but not limited to, the West Coast. The position will require extensive customer contact at senior management as well as operational levels; coordination with internal teams, especially client operations, solutions consulting and sales. This is a new role and the expectation is to have this position continue to grow revenue at existing customers, build new relationships within our customer base. The role will also ensure that each client continues to experience the company’s superior service excellence and derive business value from the portfolio of channel data solutions. Key Responsibilities: Client Value & Development - Develop strong relationships with the executives from our West Coast customer base, Ensure that clients are constantly perceiving significant value in company’s solutions, services and delivery. - Understand client specific initiatives and issues and ensure company resources are aligned to meet client needs. - Work in close coordination with client operations for each client to ensure that overall experiences and interactions with company are best-in-class. - Coordinate Business Reviews with clients. Business Development: - Develop, identify and close new growth opportunities with customers. - Seek opportunities to increase revenue from existing solutions. - Prepare business case for new opportunities, engage internal teams to scope services and manage all customer contact to present and close opportunities. - Present case for new solutions and opportunities to different audiences within customer base and create a strong support base within customers. - Interact with prospects during the sales cycle to close new customer acquisition opportunities. Relationship Management: - Broaden and deepen company relationships within customer organizations at both executive and operational levels - Ensure strong company awareness and support across business functions: Sales Operations, Channel Operations, Finance, Sales & IT. - Develop a solid list of constituents across business functions so that they are eager and enthusiastic about company as references for prospective clients, speakers and participants at company hosted events such as webcasts, newsletters, case studies. - Understand client organizations and structures, continuously maintain and update client organization charts, contact lists and be ready to call upon client contacts to support company initiatives Skills and Characteristics: - Go getter attitude with ability to establish deep relationships with customers - Absorbing client pain points and putting forward structured and well thought out options - Ability to build relationships at all levels and business functions within client organizations (analysts, managers, directors, VPs, C-level across functions) - Ability to sense situations and take action to redirect course towards desired outcome. - Maturity in dealing with different types of personalities and situations and always seeking solutions - Skilled at “walking the corridors” to engage customers and create a customer group of company enthusiasts - Comfortable working in a small company environment that requires working independently and remotely. - Driven and motivated to achieve results and keep management informed of progress, risks and opportunities proactively - Ability to develop high degree of trust and confidence of customers. - Excellent communication skills – ability to communicate clearly to all levels within client organization and communicate clearly to internal audiences - Ability to manage projects and to rally cross functional teams internally and at clients to produce desired results - Ability to work with stakeholders across customer’s global organizations Experience: - Experience in a customer facing/external role selling to the high tech industry (presales, sales, account management, consulting) in a technology services and software environment) - Proven track record of developing strong relationships and building networks - Comfortable dealing with a global customer base and interacting in a multicultural environment - Experience in a technology OEM, services or consulting firm Compensation and Benefits: Competitive compensation and bonus, stock options, full medical benefits Contact: Joanna Bradley / Redfish Technology IT Sales & Marketing Recruitment Manager O: 208.788.8260 M: 208.720.9552 E: joanna[at]redfishtech[dot]com L: www.linkedin.com/in/joannaedwards F: www.facebook.com/RedfishTech T: twitter.com/RedfishTech N: tinyurl.com/ylmtqqc/ W: www.redfishtech.com Leading Recruiters in IT and Clean Tech

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