Mid-Market Account Manager

About AvePoint: 

Beyond Secure. AvePoint is the global leader in data security, governance, and resilience, going beyond traditional solutions to ensure a robust data foundation and enable organizations everywhere to collaborate with confidence. Over 25,000 customers worldwide rely on the AvePoint Confidence Platform to prepare, secure, and optimize their critical data across Microsoft, Google, Salesforce, and other collaboration environments. AvePoint’s global channel partner program includes approximately 5,000 managed service providers, value-added resellers, and systems integrators, with our solutions available in more than 100 cloud marketplaces. To learn more, visit www.avepoint.com.

At AvePoint, we are committed to investing in our people. Agility, passion and teamwork set us up to do our best work and foster a culture where you are empowered to craft your career, make an impact, and own (y)our future. Unleash the power of you!

About the role:

As a Mid-Market Account Manager your primary focus will be on cultivating strategic relationships with key decision-makers within our existing customer base. This role involves not only maximising growth opportunities through cross-selling within our medium-sized enterprise customers but also includes the critical responsibility of managing and renewing existing customer business. Additionally, you will play a crucial role in managing and renewing existing customer business, with a key focus on driving Net Revenue Retention (NRR), Gross Revenue Retention (GRR), and enhancing overall customer satisfaction. Leveraging the adoption of our existing products, your role will be pivotal in both sustaining and expanding client spend.

This position offers you the chance to excel as a high-impact contributor in a fast-expanding industry. Your consultative sales approach will be crucial in nurturing existing client partnerships, and we will equip you with the resources needed for your success.

Specific responsibilities include, but are not limited to:

• Source and close cross-sell business within existing logos.
• Lead and drive existing customer renewal sales cycles.
• Strategically prospect into Chief Technology Officers, Engineering/IT Leaders, and technical end-users across assigned customer base.
• Manage the full sales cycle, including partnering with SEs, CSMs, and TAMs on technical demonstrations and negotiation. 
• Working together with channel partners and our channel team on existing customers.
• Become an expert on how AvePoint's 20+ offerings solve critical business challenges.
• Collaborating with teams in different territories and offices.

What you will bring to our team: 

You are a results-driven and client-focused professional that is eager to take on the crucial role of securing renewals and driving cross-sell opportunities. You excel at identifying growth potential while maintaining strong customer relationships throughout the customer lifecycle. Teamwork is second nature to you as you work with multiple account teams to ensure client satisfaction is achieved with every engagement. 

Other qualities you’ll need to be a fit for this role include:

• 3+ years of sales experience in the B2B space.
• 3+ years of full life cycle closing experience.
• In-depth knowledge and practical experience with Net Revenue Retention (NRR) and Gross Revenue Retention (GRR) metrics, showcasing the ability to drive and achieve revenue goals.
• Prior experience in an AE/AM role.
• Consistent quota attainment and proven success landing net-new logos and/or expanding in existing ones.
• Prior experience with SaaS technologies is greatly advantageous (e.g., M365, Azure, Google Cloud, Salesforce).
• Proven track record of pipeline generation including prospecting and qualifying accounts.
• Previous Sales Methodology training (e.g., MEDDIC, SPIN, Challenger Sales).
• Demonstrated skills in both oral and written communication abilities to gain buy in from IT buyers (CTOs, CIOs, etc.).

Benefits we offer:

• Competitive market-based compensation
• Work-life balance through a hybrid working model
• Career progression and internal mobility opportunities
• GBP 1.000,00/Year towards our Tuition Reimbursement Program
• Pension and BUPA Healthcare
• Employee Referral Program
• Corporate Donation Matching Program
• Company sponsored events / regular team building events  
• Ride to Work Scheme
• 30 PTO/Year, plus all bank holidays and access to AvePoint holidays!
• ... and much more!

Please note that at this time, we only accept applications from candidates who are based in the Greater London Area as we will issue an office-based contract (on a hybrid work setting). 

AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work.

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