Customer Account

FBK s.r.l.; Milano; In loco; EUR 60.000 - 90.000; Tempo pieno

Vantaggi offerti da questo lavoro

Hybrid working model

Investment in personal growth

Descrizione del lavoro

FBK s.r.l. hires a Customer Account to own the full customer journey from discovery to renewal and growth.

You will manage strategic relationships, identify opportunities, lead the sales cycle and coordinate with Marketing, Tech and Support to deliver value across accounts. You will drive upsell, negotiate contracts, and shape Account Success Plans while collaborating with cross-functional teams in a fast-growing Tender Management & AI environment.

Competenze

• Degree in Economics, International Business or a comparable degree program.
• 3+ years of experience in software sales (SaaS is a plus).
• Familiar with selling enterprise solutions.
• Strong sales acumen with end-to-end ownership of the sales cycle.
• Experience collaborating with Marketing and Go-To-Market teams.
• Excellent communication and storytelling skills, in both English and Italian.
• Proactive and strategic mindset, with the curiosity to understand the client's world and the drive to challenge the status quo.
• Familiarity with CRM tools.

Mansioni

• Build trusted relationships with customers by deeply understanding their business context, challenges and strategic goals.
• Identify and develop new business opportunities within existing and new accounts, aligned with customer needs and FBK's GTM strategy.
• Conduct the full sales cycle — from discovery to negotiation and closing.
• Deliver impactful presentations and demos tailored to client-specific use cases and outcomes.
• Develop strong business cases to support investment decisions.
• Drive upsell and cross-sell initiatives in your portfolio.
• Partner with Marketing to generate and qualify new leads, contributing directly to GTM planning.
• Lead contract negotiations, ensuring win-win outcomes for customers and FBK.
• Create and maintain Account Success Plans, setting clear goals and KPIs for each customer.
• Lead and manage end-to-end software implementation projects for customers.
• Collaborate with internal teams (Business Analyst, Tech, Support) to define project scope, timelines, deliverables and resource planning.
• Develop and maintain project documentation including plans, schedules, risk assessments, and status reports.
• Use CRM tools to analyze engagement, satisfaction, and usage trends, driving continuous improvement.
• Serve as a customer advocate, ensuring their voice is heard across the organization.

Conoscenze

SaaS sales

End-to-end sales

CRM tools

English/Italian

Formazione

Economics degree

Strumenti

CRM tools

Descrizione del lavoro

We're FBK, the global leading Tender Management software company. We help Life Sciences & Healthcare businesses to unleash the potential of every Bid and Tender — and for that, we need you to join us as a Customer Account.

The team

The Customer Account team at FBK is responsible for managing our global customer portfolio to ensure their satisfaction, retention and expansion. We work at the intersection of Customer Management and Go-To-Market execution, partnering with Marketing, Business Analysts, and Tech to drive growth and deliver measurable business value through FBK solutions.

We're looking for a smart, driven, and entrepreneurial Customer Account who thrives on building meaningful customer relationships while also playing a strategic role in our go-to-market initiatives. You will take ownership of the full customer journey — from identifying opportunities and leading the sales cycle, to enabling success, renewals, and growth across your account base.

If you're customer-obsessed, commercially sharp, and energized by cross-functional collaboration, this is the role for you.

The work you'll do

• Build trusted relationships with customers by deeply understanding their business context, challenges and strategic goals
• Identify and develop new business opportunities within existing and new accounts, aligned with customer needs and FBK's GTM strategy
• Conduct the full sales cycle — from discovery to negotiation and closing
• Deliver impactful presentations and demos tailored to client-specific use cases and outcomes
• Develop strong business cases to support investment decisions
• Drive upsell and cross-sell initiatives in your portfolio
• Partner with Marketing to generate and qualify new leads, contributing directly to GTM planning
• Lead contract negotiations, ensuring win-win outcomes for customers and FBK
• Create and maintain Account Success Plans, setting clear goals and KPIs for each customer
• Lead and manage end-to-end software implementation projects for customers
• Collaborate with internal teams (Business Analyst, Tech, Support) to define project scope, timelines, deliverables and resource planning
• Develop and maintain project documentation including plans, schedules, risk assessments, and status reports
• Use CRM tools to analyze engagement, satisfaction, and usage trends, driving continuous improvement
• Serve as a customer advocate, ensuring their voice is heard across the organization

The skills you bring

• A degree in Economics, International Business or a comparable degree program
• 3+ years of experience in software sales (SaaS is a plus)
• Familiar with selling enterprise solutions
• Strong sales acumen with end-to-end ownership of the sales cycle
• Experience collaborating with Marketing and Go-To-Market teams
• Excellent communication and storytelling skills, in both English and Italian (additional languages are a plus)
• A proactive and strategic mindset, with the curiosity to understand the client's world and the drive to challenge the status quo
• Familiarity with CRM tools

What FBK can offer you

• The opportunity to work in a unique and fast-growing field: Tender Management & AI
• A growing team from diverse backgrounds to learn from and work with
• Investment in your personal growth and skill development (career paths, L&D courses, mentorships, and more)
• A unique combination of innovative atmosphere paired with great professionalism and self-responsible work
• A flexible, hybrid working model with a focus on work-life balance
• Competitive salary and incentive plans aligned with performance
• We measure results, not effort. We teach, not supervise. We solve, not execute.

How we hire

• Intro call with a member of the recruitment team to explore fit and alignment
• In-person meeting with the team if Milan-based, virtual otherwise
• Quick call with a member of the Leadership Team