Job Description
Account Manager
Location requirements:
Remote based role. Open to candidates located on the East Coast.
About the Role:
Account Managers will build and maintain relationships with champions at all organizational levels, lead executive business reviews (EBRs) and proactively engage with stakeholders to maximize renewals and address competitive threats. They will be measured by net retention and will be expected to optimize their target through relationships with installed base accounts, supporting upsell and cross-sell opportunities led by Account Executives, and executing overall account strategies in collaboration with the AE and RVP.
What you will do:
- Build and Maintain Account Plans.
- Understand the consumption of each customer and work to maximize it and the value BigPanda delivers.
- Position early renewals when customers are over consuming.
- Own and maximize the renewals and terms of the installed base accounts within your portfolio.
- Engage with Account Champions and Procurement approximately 120 days prior to the date of renewal.
What skills and experience you’ll bring:
- Optimize and Exceed the Net Retention Rate Target for a portfolio of Installed Base Accounts of 110%.
- Identify and Support Sales Cycles led by the AE for Upsell and Cross-Sell Opportunities.
- Work with the AE and RVP to execute on the overall Account Strategy.
- Build and Create ongoing relationships with BigPanda champions at all levels of the organization including the Economic Buyer and Executive Levels.
- Build and Lead Executive Business Review Agendas and Presentations.
- Partner with Assigned Installed Base Sales Engineer to ensure that the customer is aware of how to optimize the value of their BigPanda Deployment. Drive Consumption.
- Partner with Professional Services and/or Solution Providers to scope out successful Upsell and Cross Sell Deployments.
- Partner with Product Management and R&D to communicate what new features the customer feels will optimize the value delivered by BigPanda.
- Identify and communicate competitive threats that can result in installed base churn within your portfolio of installed base accounts.
About Us:
BigPanda is a fast-growing, values-driven, global company that enables Tech Ops teams to keep the digital economy running. BigPanda’s AI-driven IT operations (aka AIOps) platform transforms IT data into insight and action. By eliminating IT noise, automating incident management, and keeping our customers’ digital services up and running around the clock, we become a mission-critical part of our customers’ IT operations.
With BigPanda, some of the world’s largest enterprises including Hulu, Cisco, United, and many others are able to reduce costs and increase efficiencies, accelerate business velocity, and deliver extraordinary customer experiences.
BigPanda is backed by top-tier investors including Sequoia, Mayfield, Battery, Insight Partners, Advent International, and Greenfield Partners.
We have an awesome team of motivated, knowledgeable, fun-loving, and friendly Pandas. We provide comprehensive health coverage, parental leave, competitive cash and equity compensation, and a supportive, collaborative, and innovative environment to empower you to do the best work of your career.
Our Benefits:
- Competitive equity
- Remote-first environment
- Unlimited PTO
- Twelve (12) paid holidays throughout the year
- Comprehensive health benefits
- #PandaParent support. Financial assistance for fertility, adoption, and surrogacy expenses as well as a combined total of eighteen (18) weeks fully paid leave for all new parents
- Financial planning services
- Employee learning & development budget
- Values-based recognition (quarterly and annually)
- Social community & ERG programs
- Dog friendly office
- Lunches provided in office
- Flexible work environment along with a work-from-home stipend to support remote work arrangements
- Values-based culture
Please note that visa sponsorship is not available for this position.
Market competitive salary with an anticipated OTE compensation range (salary + commission target) of $190,000 - 210,000. Actual salaries will vary depending on a candidate’s experience, qualifications, skills, and location. This is a commission-eligible position, and the pay mix for this role is 50/50.
BigPanda offers a generous total rewards package that includes base pay, commission, equity, and a world-class benefits program. We run two (2) compensation review cycles per year to ensure that managers can recognize employees without much lag between achievement and reward. All of this builds toward the best compensation we can give to anyone: the ability to develop your skills each and every day. BigPanda has a significant focus on career development that is at the core of our employee experience.
BigPanda is proud to be an Equal Employment Opportunity workplace employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
Note: BigPanda is an E-Verify Employer
If you need assistance or an accommodation due to a disability, you may contact us at peoplequestions@bigpanda.io.
