Account Manager responsible for service sales at Scania, focusing on building customer relationships and exceeding sales targets in Hull. In - house training and comprehensive benefits included.
About the role
- Account Manager responsible for managing and growing revenue from existing SaaS clients in the UK. Collaborating across teams to ensure customer satisfaction and drive annual recurring revenue.
Responsibilities
- Achieve Gross Revenue Retention (GRR) targets by securing timely renewals and mitigating churn risk.
- Drive ARR uplift by identifying up-sell and cross-sell opportunities, as well as qualifying and closing up-sell opportunities within your existing customer accounts.
- Develop and manage an account strategy plan to retain and grow revenue in alignment with customer business objectives.
- Build and nurture trusted relationships with key stakeholders and decision-makers across your assigned accounts.
- Conduct regular strategic business reviews to assess value delivery, explore additional needs, and position Causeway as a growth partner.
- Lead the Quarterly Business Review (QBR) process for assigned customers, including planning, scheduling, and ensuring the cadence and content and appropriate representation from Causeway.
- Ensure that customers fully adopt and embed Causeway solutions to drive ROI and satisfaction.
- Collaborate with the Customer Success, Marketing, Product, and Pre-Sales teams to deliver compelling proposals and tailored up-sell campaigns.
- Respond to customer RFPs, RFIs, and tenders for up-sell opportunities, producing high-quality written responses that clearly demonstrate value.
- Use MEDDPICC and digital sales enablement tools to ensure consistent, accurate qualification of all growth opportunities.
- Maintain up-to-date account insights and actions in CRM, ensuring transparency and accountability across all interactions.
- Produce accurate forecasts for renewals and up-sell opportunities to inform planning and performance tracking.
- Contribute to the development and sharing of best practices across the sales and account management functions.
- Represent Causeway at industry events, webinars, and roundtables, strengthening relationships and market awareness.
- Deliver excellence in KPIs, including meeting cadence, CRM hygiene, pipeline generation, opportunity progression, and account health.
- Take ownership of your learning and development by engaging with industry insights, internal training, and agentic AI tools.
- Support the development of compelling business cases and ROI assessments to underpin up-sell proposals and renewals.
- Feed insights from customer feedback loops into internal teams to drive continuous improvement in solutions and services.
- Collaborate across business units in line with our CausewayOne platform strategy to deliver joined-up solutions.
- Coordinate daily activities to ensure the team is aligned with operational priorities and targets.
- Manage the distribution of tasks and workload to maintain consistent delivery and high performance.
- Monitor key performance indicators and operational metrics to identify trends and support team efficiency.
- Ensure smooth day-to-day functioning by resolving blockers, managing dependencies, and escalating issues where necessary.
- Collaborate with the Sales Manager to align team activities with broader business goals and sales initiatives.
- Support continuous improvement by identifying process bottlenecks and implementing changes that enhance agility and effectiveness.
Requirements
- Proven experience managing and growing revenue from existing accounts in a SaaS or technology business.
- Strong track record in achieving revenue retention and up-sell targets.
- Ability to build and sustain relationships with senior stakeholders and cross-functional teams.
- Proficient in identifying customer objectives and aligning solutions to deliver measurable value.
- Skilled in negotiating renewals and up-sell agreements, including navigating complex commercial discussions.
- Strong verbal and written communication skills, including previous experience in RFI/RFP/tender responses.
- Confident in using CRM systems and digital tools to manage pipeline, forecast accurately, and drive efficiency.
- Ability to work to a personal target, being autonomous, proactive and managing time effectively to maximise effectiveness across your solution group.
- Collaborative mindset with the ability to contribute to team-wide strategies and continuous improvement.
- Relevant built environment industry or digital transformation experience preferred.
- Degree-level, diploma or equivalent education preferred.
Benefits
- 25 days annual leave + public holidays, increasing with length of service.
- 4% matched pension.
- Income protection and life assurance.
- Access to our award-winning benefits platform.
- We take mental health seriously and have a dedicated EAP available 24/7.
- £100 allowance towards a fitness club.
- Dell discounts.
- Private Medical Insurance.
- Paid study leave + volunteering days.
- Car Scheme.
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