About Us
Pulsar Group is a tech innovator, delivering high quality SaaS products that address the fundamental business needs of clients in the marketing and communications industries. We combine AI technologies with human expertise to analyse data and create insights to understand what has impact on an organisation and their key audiences – from customers to stakeholders, politicians to influencers and the media.
The evolving Pulsar Group portfolio includes Isentia, the market-leading media monitoring, intelligence and insights solution provider; Pulsar, the most advanced audience intelligence and social listening platform; Vuelio, which provides monitoring, insight, engagement and evaluation tools for politics, editorial and social media in one place; and ResponseSource, the network that connects journalists and influencers to the PR and communications industry.
Pulsar Group is an AIM-listed SaaS provider with over 1,000 employees across 10 countries. Our technology is used by 6,000 organisations every day, from global blue-chip enterprises and communications agencies to public sector organisations and not-for-profits.
About the Role
The role of Senior Account Manager - Public Sector (12 month maternity cover) is an opportunity to join the highly successful and experienced Vuelio public sector commercial team. In this role, you will deal with our largest and most important central government clients, providing them with excellent account management as a trusted partner. You need to be creative in driving people to action and highly focused on meeting revenue targets.
Project work: In addition to supporting and developing clients, you will also lead strategic projects that deliver sector specific growth, based on regular analysis of both the market and internal performance. This level of project work requires you to have a strong level of business acumen and reporting ability.
Client work: You will have a comprehensive understanding of the full range of Vuelio’s product portfolio spanning PR, Public Affairs, and Stakeholder relations, and you will become an exceptional trusted advisor. You will understand each of your client’s strategic and operational goals and objectives. Your strategy will require you to develop relationships with senior decision makers to understand their perspective and key drivers and to conduct successful fact finding in order to determine which other services they subscribe to outside of the Vuelio portfolio. With a detailed understanding of the aforementioned, your goal will be to show your clients how further integration across our range of products can help them achieve their strategic communications objectives. Through your understanding of the market and your client’s business, and through being valued by your clients, you will be able to ensure they lengthen and maximise their relationship with the business.
Key Responsibilities
* Develop sector ‘micro strategies’ that seek to increase overall Renewal to Value, by taking a data driven and analytical view of the sector as to opportunities for disruption and differentiation in the marketplace.
* Look to increase the overall awareness and deep sector knowledge of the company through championing information sharing sessions and regular touch points with key internal stakeholders.
* Identify commercial and client trends within your portfolio through the analysis of your customer data and knowledge, product data, content consumption, and market research in order to develop and test hypotheses for increasing RTV.
* Be the key commercial contact for a defined list of key Vuelio accounts.
* Be responsible for renewing existing client subscriptions on multi-year contracts as early as possible and growing the revenue at the earliest opportunity.
* Take control and ownership of your territory to map and target these organisations strategically (e.g., using client case studies, renewal data, Salesforce info, industry news/current affairs, targeted marketing campaigns, etc).
* Develop public sector expertise through use case analysis, self-research, and networking.
* Rigorously record account and opportunity data in Salesforce for successful opportunity mapping to ensure consistency across the business and transparency in measuring KPIs and targets.
* Build relationships at all levels through proactive and regular contact and be focused on delivering value throughout the life cycle of the customer journey.
* Effectively manage each client’s usage of their current system, ensure they derive maximum value from their subscription and use your product knowledge to determine the most natural upsell opportunities based on their usage.
* Meet with high-level decision makers to identify and develop needs for our product and to recommend solutions that provide ROI and improvement to client processes.
* Be creative in finding ways around sales barriers and converting opponents into champions.
* Navigate complex DMUs to ensure all stakeholders are involved in the sales process to help drive the right outcomes.
* Use market knowledge to strategically position against competitors to become the only viable option.
* Analyse opportunities to understand threats or barriers with the ability to accurately forecast sales pipeline (RAG) to perform consistently in line with monthly, quarterly, and annual targets.
* Drive successful contract negotiations. Be tactical to drive timelines and create urgency in effort to control the close date wherever possible.
* Coordinate and prepare meetings and demonstrations. Attend relevant trade events to help build out brand and network. Evangelise the Vuelio vision both internally and externally.
* Respond to formal tenders and drive successful contract negotiations.
* Effectively prospect and obtain meetings with new contacts outside of the user base to ensure Vuelio is known to related stakeholders.
* Work with other Account Managers to collaborate effectively to drive new initiatives and best practices.
All staff have a responsibility and an essential role to play in safeguarding Pulsar Group’s information and that of its customers. You are required to take all reasonable steps to comply with the Pulsar Group Information Security Policy and the policies and processes outlined in the Pulsar Group Information Security Management System (ISMS).
We can all play a part in creating the inclusive and diverse environment that enables us to do our best work through being welcoming to others, considerate of difference, responsible in our behaviour, constructive in disagreement, and open to learn.
Minimum Requirements:
* A self-starter; who is motivated and driven to succeed.
* Strong track record of executing against key performance indicators.
* A minimum of 2 years’ experience working within SaaS business account management.
* Demonstrable success growing the contract value of client accounts.
* Experience in dealing with senior decision makers and complex DMUs.
* Extremely organised and efficient – able to move fast and prioritise efficiently to manage customer satisfaction and retention as well as applying laser focus to up-sell/cross-sell opportunities.
* Has a thirst for knowledge - takes ownership of understanding all aspects of our product (including new features as they are developed) and our competitors to strengthen our ability to position Vuelio against a client’s incumbents or internal processes.
* Learns from experiences and shares knowledge to successfully equip others. Develops and uses collaborative relationships to facilitate achievement of work goals.
* Willing to share knowledge and experience with the team.
* Conveys information and ideas clearly to a range of audiences, both verbally and in writing.
* Able to tailor approach and presentation and forge relationships with the whole decision-making unit.
* Outstanding ability to listen, both to remain open to ideas and to understand customer challenges and opportunities.
* Ability to formulate responses to complex sets of needs and experience in creating/supporting business cases.
* Ability to use product and industry knowledge to question a prospect's ‘status-quo’; confidently advise on communications strategy to sell more complex solutions, additional services, and longer-term deals.
* First class negotiating skills - demonstrable ability to understand an organisation's decision-making unit and procurement processes to successfully drive next steps and influence the close date of opportunities.
* Numerate and analytical. Able to accurately forecast revenue.
* Assertive with the natural confidence and tenacity to find and create needs even when they may not be obvious or clear.
* Relentless in search for an outcome.
Benefits:
* Competitive base salary (£40,000-45,000) with opportunity to earn commission/bonuses (OTE £70,000-80,000)
* Clear progression opportunities throughout your career
* 25 days holidays + 8 public holidays
* Day off on your birthday
* Hybrid working (2-3 days a week in the office)
* Up to 4x salary Life Assurance
* Opt-in Private Healthcare
* Access to self-paid Dental Insurance
* Superstars Awards Scheme & sales incentives
* Other benefits such as Perkbox (for discounts), Cycle Scheme, Season Ticket Loans, a Workplace Nursery scheme, and SmartHealth (for access to private GP appointments as well as a range of health and wellbeing services).
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