EMEA Key Account Director, London


London, GB
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 05/31/2021
  • Website: wandera.com
  • Company Address: 180 Sansome Street, San Francisco, CA, 94104

About Wandera

Wandera provides a unified cloud security solution to protect this new way of working. We secure enterprise data against cyber threats, apply policies to filter internet access, and enable zero-trust access to applications. We believe in making security simple. This is why we created a unified offering, managed through a single console and supported by the broadest range of ecosystem integrations.

Job Description

Do you have demonstrable experience of complex B2B SaaS sales in the EMEA region? Are you looking for a new challenge in an exciting and constantly moving area? Does the hunting side of account management particularly interest you? If you’re nodding your head at your screen, read on.

Our EMEA Account Management team is growing and we need a highly motivated enterprise Account Director to join our London team. You will have responsibility for a set of our UK/EMEA customers and manage every aspect of our customers’ engagement across our exciting and broad ranging services. You’ll enjoy a variety of responsibilities; coordinating multiple teams as you put your customers’ needs first to deliver on your objectives. As well as ensuring customers make the best use of our platform and understand our services, you will be responsible for ensuring existing license subscriptions are extended and expanded. A whopping 60% of Wandera customers upgrade in the first year; this “land and expand” dynamic is a huge driving force behind our exponential growth rate.

What we want you to be excited about doing day to day:

  • Consistently managing a portfolio of 50+ customers with a total book of business of ~£1.5M ARR.
  • Owning your business and territory, and looking to do better than your retention and expansion targets.
  • Working collaboratively with other teams, for example on deployments and onboarding new customers alongside our Service Delivery team, or with Customer Support and Product teams to resolve at-risk situations.
  • Conducting regular account reviews and QBRs; using these to drive renewal and expansion.
  • Pushing to expand and upsell at every opportunity. We want you to constantly be looking to expand your relationships both vertically and horizontally; prospecting into existing accounts to create and close additional business.
  • Leading meetings and negotiations with channel partners and end customers, finding creative ways to overcome objections for renewals and upgrades.
  • Being highly organised and on top of the necessary internal reporting that provides clear visibility to senior management, including status, risks, progress and forecast.
  • Managing pipeline and accounts in Salesforce and related tools.
  • Creating customer advocates and references for our offering.
  • Travelling up to 25% of your time could be spent travelling (after COVID)

Your CV will need to show the below to score an interview:

  • Account management experience in enterprise B2B SaaS sales, managing $50K+ ARR accounts.
  • A track record of meeting and exceeding retention and expansion goals.
  • A track record in prospecting into existing accounts and closing significant expansion business.
  • A track record in managing 50+ accounts of different sizes and industries while successfully renewing and upgrading customers.
  • Experience working with channel and reseller partners.
  • Being Salesforce literate.

What we want to hear about in your interview:

  • How you have effectively worked with a variety of customer stakeholders including C suite, VP/Director level, and Project Managers/Implementation teams.
  • Your autonomous, go-getting style. We love collaboration here but we don’t spoon feed.
  • Examples of having an analytical approach to problems and challenges.
  • Seeing your excellent presentation and communication skills in action.

Bonus points!

  • Fluent in another european language.
  • A Bachelor’s degree.
  • Experience in security software.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.