As a Key Account Manager (KAM), you will play a pivotal role in driving the growth of 360Learning’s business. You will join a team of five KAMs, managing a portfolio of approximately 100 accounts, consisting of existing clients ranging from 100 to 2,500 employees.
At 360Learning, the KAM role is predominantly sales-focused, with 80% of your efforts dedicated to expanding your portfolio and driving growth. However, you won't be working alone. Client Success Partners, along with internal experts in digital pedagogy, platform architecture, and IT, will oversee project implementation and client management. Collaborating closely with these teams will be essential to the success of your upselling initiatives.
We are committed to retaining top talent and fostering long-term career growth. After 2-3 years of continuous success, internal mobility is encouraged, allowing for personalized and fulfilling career paths. This Mid-level KAM position offers the opportunity to advance to a KAM Large role, managing clients with 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
- Fluent English (US/UK). Another fluent language would be a plus (German, Italian or Spanish).
- Enthusiasm for our culture explained here: https://bit.ly/Convexity_360L
Interview Process:
- Phone Screen with our Talent Acquisition Manager
- Discovery Meeting with the EMEA KAM Mid Director
- Case Study with the EMEA KAM Mid Director and the EMEA Mid Market Director
- Clarification Meeting with the EMEA KAM team
- Culture Fit Meeting with our CRO
- Reference Checks
- Offer!
What we offer:
- Compensation: Package includes base salary, a variable component and equity
- Benefits: Health Benefits - Medical, Vision, Dental, Life, Accidental Death & Personal Loss, and Disability coverage, Employee Care Line. View our CSR charter.
- Balance: Flexible hours, Total work from home possible anywhere in the UK
- International team: learners located in UK, US, Germany and France.
- Culture: A framework that will make you successful - envision what's it like to join 360Learning from onboarding to ramp-up, and beyond: https://360learning.com/blog/360learner-journey/