Mid-Market Account Manager, ExpansionRemote

2 weeks ago

Brookhaven GA, United States Motive Full time

Mid-Market Account Manager
Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks.
Motive serves more than 100,000 customers from Fortune 500 enterprises to small businesses across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector.
As a Mid-Market Account Manager, you will leverage your experience to manage a select group of large US-based customers within a specialized book of business. Building on success in SMB or Commercial roles, this position requires an advanced skill set in selling software solutions and navigating more complex organizational structures. A successful Mid-Market Account Manager is dedicated to continuous learning, has robust interpersonal skills, and can strategically guide customers toward solutions that best address their operational, safety, and financial goals. Conduct in-depth discovery to align Motive's offerings to customers' operational and strategic challenges.
Present comprehensive product demos and proposals for customers with complex needs and decision-making processes.
Collaborate with customer success, support, product specialists, sales engineers, and data analysts to tailor solutions and improve customer satisfaction and retention.
Own the contract renewal process and implement advanced retention strategies, leveraging insights and data to minimize churn and maximize revenue growth.
Troubleshoot issues promptly, identifying the best course of action in line with both customer success and Motive's business objectives.
Drive strategic account planning to achieve and exceed higher-value revenue targets.
Continuously refine your understanding of the Motive platform, industry trends, and best practices to offer proactive, consultative insights.
Bachelor's Degree (preferably an overseas degree from US/UK/Canada) and/or in-depth exposure to US/Canada/UK B2B customers.
~6+ years of relevant work experience, particularly in managing larger US-based accounts with a smaller book of business (around 50 or fewer high-value customers).
~ Proven software sales experience and ideally relevant industry experience in Motive's verticals (e.g., Demonstrated skill in complex deal management, from discovery and demonstration to negotiation and closing.
~ In-depth experience driving contract renewals and revenue retention within mid-market or enterprise customer segments.
~ Leadership or influencing capability to effectively manage internal and external stakeholders, including executive-level customer contacts.
~ Exceptional communication, presentation, and negotiation skills, with an emphasis on consultative sales approaches.

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