Key Account Manager

Tantilium; United Kingdom; Remote; GBP 70,000 - 100,000; Full time

Job summary

Tantilium is seeking a seasoned Key Account Manager to manage a portfolio of strategic enterprise customers within Tantilium Cloud Runner. You will own the relationships, renewals and expansion, and work to ensure customers derive real value from the platform.

You will build relationships from platform engineers to procurement, run quarterly business reviews, and bring customer insights back to product and engineering to prioritise improvements while maintaining renewal velocity.

Qualifications

• Several years in enterprise account management, customer success or sales with technical buyers.
• Track record of retaining and growing large accounts with measurable results.
• Understanding of cloud infrastructure and DevOps to discuss with engineers.
• Experience negotiating renewals and multi-year agreements.
• Strong written and spoken communication for senior stakeholders.

Responsibilities

• Own the commercial relationship for a portfolio of strategic accounts, including renewals and expansion
• Build relationships beyond day-to-day contact, from platform engineers up to engineering leadership and procurement
• Agree success plans with each customer and run regular business reviews that track progress
• Spot risk early and act on it, such as falling usage or sponsor changes
• Bring customer feedback to product and engineering with context
• Keep forecasts and account notes in the CRM accurate

Skills

Enterprise account mgmt

Sales negotiation

Cloud & DevOps

Stakeholder communication

CRM (Salesforce/HubSpot)

Tools

Salesforce

HubSpot

Job description

Look after our most important customers. You'll make sure they get real value from Tantilium Cloud Runner, and grow those relationships over time.

Our largest customers run critical workloads on Tantilium Cloud Runner. They need someone who understands their business, knows the product well, and can get things done inside Tantilium when they need help.

As a Key Account Manager you'll own a small number of strategic accounts. You'll know who the decision-makers are, what success looks like for each of them, and where the platform could do more. Renewals and expansion are part of the job, but they should follow from customers getting results, not from pushing.

Responsibilities

• Own the commercial relationship for a portfolio of strategic accounts, including renewals and expansion
• Build relationships beyond your day-to-day contact, from platform engineers up to engineering leadership and procurement
• Agree success plans with each customer and run regular business reviews that track progress against them
• Spot risk early, such as falling usage, a change in sponsor or a support issue that's dragging on, and act on it
• Bring customer feedback to product and engineering with enough context for it to be useful
• Keep forecasts and account notes in the CRM accurate, so the rest of the company knows where things stand

Requirements

• Several years in enterprise account management, customer success or sales, working with technical buyers
• A track record of retaining and growing large accounts, with numbers you can talk us through
• Enough understanding of cloud infrastructure and DevOps to hold a credible conversation with engineers, and to know when to bring in a specialist
• Experience negotiating renewals and multi-year agreements
• Strong written and spoken communication, including presenting to senior stakeholders
• Good habits with a CRM such as Salesforce or HubSpot

Nice to have

• Experience selling or managing accounts for a developer tools, infrastructure or security product
• Familiarity with Kubernetes and how platform teams buy software
• Experience in an early-stage company where you helped build the process as you went