The Senior Account Manager, EMEA & APAC will be responsible for setting and achieving revenue growth through cross-sell and up-sell of additional modules or new solutions to DataWeave's existing customer base, as well as renewing existing customer contracts across the EMEA and APAC territories (Europe, the Middle East, and Asia-Pacific). As the Senior Account Manager you will be responsible for the following:
- Develop and execute sales plans to achieve revenue and growth goals for your territory.
- Establish the right sales processes and foundations for sustained revenue growth.
- Identify customer contracts coming up for renewal and drive the right engagements to achieve renewal goals.
- Develop strong cross-functional relationships with other teams within DataWeave, especially sales, customer success, delivery, and marketing.
- Contribute to the company's overall knowledge and thought leadership around products, market opportunities, customer trends, and competitor activity.
This is an individual contributor role that may include people management responsibilities in the future. This position is based out of our Bangalore office.
Role Responsibilities
- Understand the DataWeave solution offerings deeply and map them to the right customer profiles in the region.
- Own the full renewal motion for your accounts, from early risk identification through commercial negotiation, multi-year structuring, pricing uplift, and procurement, so that gross retention is protected.
- Understand how customers use current solutions and identify new solutions and modules to cross-sell and up-sell into the existing base.
- Build and maintain relationships across multiple levels of each account, from day-to-day analytical users up to VP and Director stakeholders in E-commerce, Category, Pricing, and Digital Shelf, to reduce single-threaded renewal risk.
- Run QBRs and EBRs that tie DataWeave usage to commercial outcomes and ROI.
- Establish processes for a smooth handover of accounts and relationships from the sales team.
- Execute consistently to meet and exceed revenue and renewal targets for the quarter and the full year.
- Set up processes for accurate forecasting, competitive assessment, and consistent use of sales tools.
- Work closely with sales, customer success, delivery, and product teams to meet and exceed customer expectations and renewal goals.
- Act as the conduit for market and competitive feedback and for suggestions on product improvements.
- Represent the company at industry events, trade shows, and similar platforms as needed.
Skills Requirements
- 8 to 10+ years experience selling new solutions to existing customers and managing contract renewals.
- Successful track record of consistently meeting and exceeding revenue and market share goals.
- Experience managing or selling to enterprise accounts across EMEA and APAC (Europe, the Middle East, and Asia-Pacific) remotely, at VP and Director level, working across time zones and cultures.
- Domain background in one or more of the following: retail, CPG and consumer brands, e-commerce, retail-tech, or data and analytics SaaS. Experience selling analytics or technology solutions into retail or CPG is a strong plus.
- Solution selling experience in a software products company, with hands-on exposure to the SaaS model.
- Comfort working with a technical, data-heavy product.
- Willingness to travel within the region and internationally for customer meetings, trade shows, and internal meetings as needed.
Additional Credentials
- Experience in Competitive Intelligence, Pricing Intelligence, or Digital Shelf Analytics.
- Previous experience working for a company providing a similar set of solutions.
- Experience selling into Global Capability Centers (GCCs) in India.
- Some technical background is a plus, especially around Big Data and Analytics.
- Experience using AI tools in the sales or account management workflow, and comfort adapting to an AI-driven way of working.
