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Mid-Market Account Manager

Axis Group, LLC

This is a Full-time position in Atlanta, GA posted March 31, 2021.

Title Mid-Market Account Manager Location NJ or GA Department Customer Success Sales Compensation Competitive Salary, Health Benefits, 401K The Mid-Market Account Manager (MMAM) supports and serves Axis customers with Axis software maintenance support to grow the existing revenue through conversion or extension of software, retain annual maintenance when needed, and cross sell upsell Axis offerings appropriate for Mid-Market customers. The MMAM’s mission is to convert Axis perpetual software maintenance customers to a long-term subscription or SaaS contract thereby stabilizing 3 years of reoccurring revenue. In addition, the MMAM will support customer’s successful use and growth of their analytics platforms supported by Axis through organizing and prioritizing an outreach strategy, customer success campaigns, and sales campaigns. This includes a segmentation strategy based on several factors including revenue potential. Role Overview (How does MMAM support the mission) To create and execute outreach campaigns and lead interactions with all 102+ Axis mid-market customers The MMAM and team must touch customers a minimum of every 4 months (at least 6 customer interactions per week) Helping customers leverage Qlik and their Qlik adjacent platforms through thought leadership, investigation, and alignment of the appropriate Axis smes Responsible for researching customers and designing personalized messaging appropriate for the customer contact role, priorities, and needs Reviewing, understanding, and updating software contract information and working with Axis Legal, Finance, and Operational teams to review and deliver contracts to customers Responsible for understanding customers challenges with Qlik and how they are using it Responsible for researching Axis content to share with customer contacts leveraging Axis knowledge, practice leads, and architects Prioritizing customer outreach, creating email templated messages, emailing customers, and calling customers, negotiating purchases with customers and with vendor sales representatives and partner managers Leading, supporting, and coaching Associate Account Manager as they work together to execute sales activities Working closely with Axis Product, Marketing, and Customer Success Sales to align on sales strategies as the environment evolves Necessary Skills Excellent communications skills (verbal, written and presentation) Sales strategy and negotiating skills Expert knowledge of Qlik and Qlik adjacent platforms Ability to help customers solve problems by either directing them to experts, through their maintenance support contract process, or helping them directly Is required to understand the client’s business, key contacts, and who uses Qlik or other analytics platforms and how they are used Ability to manage multiple accounts and account opportunities including contracts, Statements of Work (SOW) Ability to understand the Axis practices, products, and offerings from a technical perspective and then communicate how they work together and their value to the customer Continuous learning within the Qlik ecosystem Leading a small team in strategy, weekly and daily activities, prioritization, customer relationships, customer communication, and contract negotiation Responsibilities Sales Strategy To create and execute outreach strategy through customer prioritization, research, and messaging Create revenue categories for customer segmentation and targeted sales activities Designing and implementing process improvement around customer outreach, outreach tracking, contract creating, and contract processing Communicating and aligning with software vendor partner managers and sales representatives to protect customers and Axis Team Management and Support Leading and supporting team members in customer communication and sales execution Communicating and presenting to Axis Sales leadership on challenges, guidance needed, milestones, etc. Sales Execution Fulfilling or supporting team members in fulfilling requests for software or services end to end from customer acknowledgement to customer invoicing Designing messaging appropriate for categories of customer’s and customer situations Creating talk tracks, customer facing messaging, deck materials, and other materials to communicate the value proposition of software migration Create inroads with directors and customer contacts with signing authority. Not only the technical contacts that run the Qlik platforms Convert Axis customers to Qlik saas or another BI platform thereby continuing the relationship Managing the annual maintenance revenue and reporting on revenue growth, customer churn, and Axis services Working with software vendor partner managers and sales representatives to be a customer advocate, negotiate Axis margin, and contract terms protecting the customer and Axis Innovation Understanding Qlik and continually learning and growing knowledge within the Qlik ecosystem Understand the BI ecosystem, how Qlik compares, and understanding why customers migrate to other platforms Understanding Axis product offerings to position and sell to Mid-Market customers Axis Group, LLC is an Equal OpportunityAffirmative Action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age or, any other characteristic protected by applicable law. All candidates must be legally authorized to work in the United States. Axis Group, LLC will not consider Visa Sponsorship for this position. a Sponsorship for this position. Corporate Overview Axis Group is the Analytics EnablementRegistered company. With more than twenty years of experience providing data and analytics consulting services and innovative solutions to enterprises and government organizations, we unleash analytic potential throughout the data lifecycle from data management, governance, visual design and platform migration to digital transformation, predictive analytics, automation and beyond. Axis Group combines business acumen, leadership, and industry-specific experience with technical expertise to tackle tough data problems in order to enable better business outcomes. In addition, we partner with leading data and analytics technologies to deliver the right solutions at the right time. We have experts in Qlik, ThoughtSpot, Snowflake, Power BI, Dataiku, VoiceBase and StreamSets, among others. We are headquartered in Berkeley Heights, New Jersey with a regional office in Atlanta, Georgia.

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