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Strategic Account Manager

4 months ago

Ann Arbor, Michigan, United States SkySpecs Full time

About SkySpecs

SkySpecs is simplifying renewable energy asset management by offering purpose-built technologies and services that help our customers deliver industry-leading productivity, efficiency, and returns. Every day we help our customers unlock the power of their data so they can make confident, informed decisions. Our team brings deep industry experience and a willingness to get our hands dirty to first understand and then solve customer problems on the ground.

SkySpecs launched the world's first completely autonomous blade inspection product in 2016 with a custom-designed drone system. Since then, SkySpecs has inspected over 160,000 wind turbines in over 31 countries, becoming the world leader in understanding the health of turbine blades. Identifying issues with turbine blades is only the first step. In 2019, SkySpecs launched Horizon to be a platform for SkySpecs to offer a multi-layered solution for customers that includes: data collection, wind turbine blade engineering expertise, and a place for all stakeholders to collaborate to manage and analyze massive amounts of data, spot trends, and create plans for high-cost repair campaigns. Since 2021, SkySpecs acquired three companies specializing in wind turbine drivetrain monitoring, financial management and automated turbine data analytics and fleet optimization, further expanding our offering in the market. Ultimately, this will help reduce the cost and risk of operations for the industry.

What will I be getting myself into?

You will join our Revenue team as a Strategic Account Manager. As a Strategic Account Manager, you will work closely with some of the largest wind asset owners and operators in the world, exploring ways in which SkySpecs can further address their needs and challenges. You will be responsible for the continued adoption and expansion of SkySpecs' services and products within these organizations. Internally, you will be a key collaborator across our Product Management, Delivery, Sales, Marketing, and Operations teams to ensure the overall success of both SkySpecs and the end customer.

As a Strategic Account Manager, you will:

  • Own customer health and retention for your assigned accounts. You will be responsible for identifying account risk and bringing together the key stakeholders to mitigate it.
  • Be responsible for renewals, up-sells, and cross-sells for your assigned accounts, including crafting proposals and taking them to signature.
  • Own the entire sales cycle from lead generation to close for your accounts, including managing your sales pipeline.
  • Develop strong relationships with key leaders and decision makers within your key accounts. Through regular touch points and in-person visits, you will learn the customer's strategy, KPIs, and risks.
  • Be responsible for developing, maintaining, and executing account plans.
  • Develop a deep understanding of all of SkySpecs' software and services, becoming able to identify opportunities where they may be applied to deliver value for the customer.
  • Work in conjunction with Account Executives and Solutions Design to facilitate sales trials and proof of concept engagements.
  • Be the main point of contact and key communications gatekeeper for accounts employing multiple SkySpecs product lines.
  • Be a key source of feedback and industry intelligence for our Product Managers and Technology team to enable continuous improvement of our products, technology, and software.

Requirements of the job:

  • Minimum 5 years experience in sales or account management within the wind industry.
  • Previous success in sales or account management; self-motivated, goal-oriented, and capable of working independently.
  • Adaptable and comfortable with ambiguity in a fast-changing environment.
  • Strong technical aptitude, with the ability to understand and explain software functionality and service offerings.
  • Excellent communication skills, both technical and business-oriented.
  • Being able to network effectively within the wind energy sector, including at industry events, conferences, and online forums.
  • Ability to adapt sales approaches based on the needs of different client stakeholders.
  • Fluent in English and flexibility to travel as needed
  • Primary place of residence within the United States

Bonus Points for:

  • MBA, consulting experience, or equivalent business management experience
  • Experience managing or operating wind assets
  • Proficiency in another language, i.e. Spanish.
  • Startup experience

Perks of the Job:

  • 100% Employer Paid Medical Insurance for Employees, plus 50% cost share for Dependents
  • Dental & Vision Coverage
  • 100% Employer Paid Long Term & Short Term Disability coverage
  • Employer Sponsored Life and AD&D Insurance coverage
  • Employee Assistance Program available to you and your household
  • Retirement Savings Account
  • Unlimited PTO
  • Masterclass Subscription available to all employees
  • Free office parking
  • Fully remote, in-person, or hybrid at the employee's discretion