Lead, Account Management

Gurugram, Haryana, India | Sales | Full-time

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Job description

Our Account Management team is responsible for working with existing customers to ensure they achieve success in their partnership with WeWork, while having a best-in-class experience. We are looking for consultative sellers, who will be the primary point of contact throughout the customer lifecycle. You will work independently and in tandem with your team in India and all across the globe to expand and grow your customers’ portfolio. You are focused on short-term and long-term deals (minimum 12 months), are able to articulate WeWork’s value proposition to C-Level executives across multiple departments, and understand how to negotiate and navigate through complex deals to get them closed. You will play numerous roles throughout this process, all of them with a customer-centric approach.

Responsibilities

  • Develop and execute account sales plans with the objective of retaining and growing market share, exceeding revenue goals, gross margin targets and other key metrics within the assigned book of business.
  • Establish productive and professional relationships with key personnel in assigned customer accounts and articulate WeWork’s value proposition to C-Level executives in your assigned territory. Identify decision makers / champions in your book of business, and map/architect your path through the decision making matrix in your accounts.
  • Conduct regular account health meetings and QBR with key stakeholders in assigned customer accounts.
  • Work closely with Client Solutions and Transaction teams to ensure product is delivered as per deal requirements on move-in day.
  • Ensure seamless onboarding of customers with WeWork.
  • Engage and align with other regions globally as needed for account-specific knowledge transfer and to communicate/collaborate on account planning.
  • Be the single point of contact for escalations, renewal conversations and growth prospects for customers in your territory.
  • Develop best practices to engage with channel partners to focus on growth of your territory.
  • Attempt to win back churned accounts within your territory, with the objective of increasing occupancy and delivering on revenue targets.
  • Leverage Salesforce and other software systems to maintain an accurate expansion pipeline and predict churn in your territory.

Additional responsibilities

  • Taking tours for both existing and potential customers.
  • Managing new business as and when required, in order to support transactions teams.
  • Support with billing related queries for your accounts.
  • Ensure the collection targets for your assigned territory are met in a timely manner.
  • Liaising with cross functional teams for tour requirements 

Basic Qualifications

  • 3 - 8 years of relevant sales experience

Preferred Qualifications

  • SaaS sales experience and Real Estate knowledge/experience are a plus.
  • Experience with longer sales cycles, and multi-contact, value-based, consultative selling a plus.
  • Strong interpersonal and presentation skills with exceptional verbal and written communication.
  • Track record of overachieving targets.
  • Demonstrated ability to establish and nurture C-level relationships.
  • Ability to work cross functionally and manage many stakeholders 
  • Expert user in CRM, preferably Salesforce.com.

Key traits that will help the individual succeed

  • Effective time management
  • Managing expectations (internal and external)
  • Having an eye for detail
  • Have a “customer first” mentality
  • Forecasting accurately
  • Have an individual contributor as well as team - centric approach

Employment Type

  • Full-time

Job Functions

  • Account Management
  • Sales 
  • Business Development
  • Customer Service