Account Manager

The Account Manager plays a crucial role within the IPK sales team, responsible for customer retention and identifying and acquiring upsell opportunities. In this role, you will play a vital part realising our growth by serving our customer account base and growing the relationship. Growth will be through upsell, cross-sell and by contracting other legal entities of the same group (that a customer is part of). As Account Manager, you will need to be a proactive self-starter with a talent for building and maintaining strong relationships and identify upsell opportunities. We are looking for someone highly motivated and results-driven, with a focus on customer satisfaction, building and maintaining long-term relationships, and increasing the use of our product portfolio within the existing customer base. Important tasks will be initiating and executing account plans and supporting continuous improvements and optimizations in our account management processes. Working from our office in Amsterdam you will play a pivotal role in keeping our customers happy and growing our revenue.

Increase customer satisfaction Build and maintain relationships with the customer base. Hold regular meetings to assess customer needs Manage and resolve customer escalations Support with organizing customer events Grow the use of product portfolio and expand customer base Drive upsell opportunities by proactively identifying and qualifying customer needs through customer analysis, meetings, workshops and customer events Develop and execute account plans designed to support ambitious upsell targets Organize workshops/sessions to inform customers about relevant developments and products to support the upsell targets Sell to other legal entities of the same holding company that a customer is part of. Retention of the customer base Cultivate and nurture strong relationships, acting as a trusted advisor, while delivering exceptional customer service to enhance satisfaction and retention. Manage and skillfully negotiate terms and close renewal agreements, ensuring win-win outcomes for both parties. Organize knowledge sessions about relevant market developments to keep the customers informed Sales Presentations Deliver compelling sales presentations and product demonstrations that captivate and convert prospects. Performing demonstrations for customers and teaching them how to use the company's products or services Clearly articulate the value propositions of IPK services, ensuring they stand out. Negotiation and Closing Skillfully negotiate terms and close sales agreements, ensuring win-win outcomes for both parties. Overcome objections and address concerns with finesse to facilitate successful deal closures. Overcoming objections and negotiating with leads Customer analysis Stay ahead of industry trends, competitive landscapes, and market opportunities to strategically position IPK’s sNaaS offerings. Identifying new trends and technologies that affect the sale of products and services Leverage market insights to continuously refine and optimize sales strategies and approaches. Meeting with other members of the sales team to create outbound prospecting processes ‍ Sales Reporting Maintain accurate records of sales activities, pipeline status, and forecast reports using CRM tools, currently ‘Pipedrive’. Main Goals / KPI #Upsell opportunities Number of Upsell opportunities successfully qualified and moved to the next stage of the sales pipeline. Sales Conversion Rate (%) Percentage of upsell opportunities converted into actual sales. Revenue Growth Increase in revenue generated from existing clients MRR signed Margin Growth Increase in Margin generated from existing clients MRM growth Retention % Minimize churn Renew existing agreements Pipeline Value/ Forecast management Total value of the sales pipeline (potential revenue and potential Margin from all active leads).

HBO+ working and thinking level Bachelor’s degree (BSc) in Business Administration, Economics, Sales, Marketing, Communications, Information Technology, Computer Science, Finance, or related fields. A Master’s degree (MSc) in these, or other related fields, is a plus Good knowledge of English (verbal and written) is a must Knowledge of other European languages (e.g. German, Dutch, etc.) is a plus Minimum of 3-5 years in a sales role with a focus on account management and a proven track record of meeting or exceeding sales targets. Excellent verbal and written communication skills

Good knowledge of MS Office (particularly MS Excel) and/or Google Office Basic experience with CRM software (Pipedrive/Hubspot) Knowledge of business development principles Ability to execute sales/ account plans Proficient in using sales tools.

Eager to sell – Dealmaker mentality Excellent negotiation skills Strong communication skills Strong analytical skills Good relationship management skills Customer-oriented Team player Ambitious personality

Sales Manager ‍

Managing Director (CEO) Head of Sales and Marketing Account Manager

You report to the Head of Sales and Marketing. To ensure the success of our customers, you regularly consult and collaborate with BDR, sales managers, and marketing teams to refine targeting, messaging, and qualification criteria, thus indirectly influencing the overall sales process. Including regular cross-checks are required with various teams: Internal: Marketing BDR Head of Sales and Marketing Account Executive Service Operations Head of product External: Our prospects & customers