Key Account Manager (Large Enterprise) at RightCom

Job Description Summary:

• The Key Account Manager is a key driver of client success, responsible for managing relationships, overseeing account strategy, and identifying opportunities for growth. Acting as a trusted advisor, this role ensures seamless onboarding, product adoption, and ongoing support while advocating for client needs and aligning them with RightCom’s strategic goals.

Responsibilities:

• Develop and execute account strategies aligned with RightCom’s vision to deliver sustainable, long-term value for clients and RightCom.
• Is accountable for client account and owns senior strategic relationships, positing themselves as a trusted advisor.
• Drive Sales cycle for new logos, pursue new business through strategic prospecting including hosting events and leveraging referrals.
• Negotiate and manage complex commercial terms, contracts, and agreements to achieve mutually beneficial outcomes.
• Drive revenue retention, upsell, and cross-sell opportunities, consistently achieving sales quotas and exceeding KPIs.
• Build and maintain strategic relationships with Client, driving alignment with client goals and RightCom’s solutions.
• Anticipate future client needs through deep insights, fostering executive-level alignment and long-term partnership opportunities.
• Lead the overall strategy and delivery of RightCom’s solutions, ensuring alignment with client priorities and driving shared success.
• Oversee ongoing client operations, ensuring seamless onboarding, integration, and a positive customer experience.
• Monitor and enhance account health, proactively identifying and mitigating risks to client satisfaction, success.
• Drive client retention, including churn mitigation / negotiation, and renewal processes.
• Coordinate cross-functional teams to deliver results in line with account plans and client expectations, ensuring operational excellence.
• Collaborate with internal teams to manage pipelines, accurately forecast revenue, and report on sales activities and outcomes.
• Leverage competitive and industry insights to refine account strategies and influence RightCom’s broader business initiatives.
• Advocate for client needs within RightCom, driving innovation and ensuring solutions align with evolving market demands.
• Build strong partnerships with internal and external stakeholders to maximize impact and ensure alignment of technical and commercial goals.
• Inspire collaboration, adaptability, and continuous learning within the team to deliver exceptional outcomes for clients and RightCom.
   

Qualifications:

• 7+ years of experience in account management, client success, or sales, ideally within technology, telecom, or financial services industries, with a focus on driving client growth and retention.
• A deep understanding of digital transformation, SaaS, and cloud solutions, with familiarity in tech products and digital platforms as a strong advantage.
• Proven success managing high-value accounts, delivering strategic account plans, and achieving sales quotas through retention, upsell, and cross-sell efforts.
• Expertise in building and maintaining strategic relationships with senior executives, acting as a trusted advisor to align client goals with organizational solutions.
• Demonstrated ability to collaborate across cross-functional teams, including product, engineering, and operations, to deliver seamless and innovative customer experiences.
• Strong knowledge of the telecom or BFSI industry, including competitive landscape, market trends, and client needs, to shape and refine strategic account initiatives.
• Exceptional communication and negotiation skills, with a track record of influencing stakeholders and securing mutually beneficial outcomes in complex deal structures.
• Analytical and strategic thinker with a proven ability to identify growth opportunities, address complex challenges, and deliver measurable business results.
• Proficient in using CRM and collaboration tools to manage pipelines, forecast revenue, and report on sales activities with accuracy.
• Collaborative and adaptable, thriving in a fast-paced, dynamic environment while managing multiple priorities and delivering exceptional outcomes.