Account Manager (US)

Account Manager - (Washington DC)

Company:

VIXIO is the leading provider of regulatory intelligence. Our trusted insights and analysis give our clients a true picture of what’s happening in an ever-changing landscape. We help our clients make informed strategic decisions to mitigate risks, capitalize on business opportunities and find competitive advantage. With the explosion of legal sports betting across the US, VIXIO GamblingCompliance has quickly become the tool to help operators, suppliers, regulators, financial institutions, and many other industries navigate the incredibly complex and challenging state specific regulatory and opportunity landscape.

The Role:

The Account Manager will be based in Washington, D.C. and will be part of a passionate and self-motivated revenue team who thrive on building and developing existing relationships across a portfolio of client accounts. Our ambition is to deliver exceptional value to our clients to help them protect and grow their revenues in a compliant way, while delivering increased value to VIXIO GamblingCompliance. By thorough research and industry understanding you will anticipate the needs and adapt your sales style for a variety of stakeholders within your portfolio from compliance, risk, product, corporate strategy and business development stakeholders, to their respective executive team.  

Key Responsibilities

• The Account Manager Manager is ultimately responsible for ensuring we retain each and every customer as well as growing the existing account base, account planning, forecasting accuracy and sharing customer feedback on products with the Content team to ensure we can continually evolve our product.
• Upselling and cross-selling to increase client value, and ensuring that customer expectations are consistently exceeded.
• Execution of a strong client contact strategy over the course of the 12-month subscription (Vixio Retention Wheel).
• Building strong relationships with clients to genuinely understand their business needs and target them.
• Agreeing on the customer’s service requirements and working closely with internal and external stakeholders to ensure we deliver to those.
• Working with the Client Value Specialist team to regularly analyze client usage data, and taking proactive steps to encourage increased and consistent engagement with the service and identify possible opportunities for upsell as well as mitigate potential loss.
• Competently present and position the VIXIO PaymentsCompliance platform as a potential additional product.
• Set and deliver clear ‘win back’ strategy on cancelled or vulnerable accounts.
• Forecasting your business on a timely and accurate basis each week for the month and quarter based on customer satisfaction and account status.
• Work with Business Development team to help ensure a seamless transition of accounts.
• Flag power users and buyers who have left their organization for the Business Development team to follow-up with.

Desired Skills and Experience

• A demonstrable track record of sales success in the management of accounts and increasing the value of your client base.
• With a strong account management background, you will be assertive, with the ability to challenge and ask insightful questions that help the customer to think differently as to how Vixio services can support in achieving their business objectives and to recognise Vixio as a partner to enable their growth.
• Excellent presentation and negotiation skills.
• Proven track record of solution selling and value selling within a B2B information provider.
• Curious nature, with the ability to ask great questions / Continuous Learner persona.
• Excellent time management and organizational skills.
• Experience of using Salesforce CRM to manage opportunities and forecasts.
• Excellent relationship-building skills.
• Strong negotiation and closing skills.

Location: Washington DC / In office 2 days of the week

Reporting to: US Commercial Director

Travel: ~4 weeks of the year

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