Lead Customer Account Manager
About Us:
Datacor is the leading provider of software solutions, including ERP, CRM, Asset Tracking, Simulation and Formulation, to the process manufacturing space. We are on a mission to better equip the industry with software solutions and move it forward by building thoughtful, intuitive products that solve our customers’ most difficult problems.
We are passionate about serving our customers and helping them use data as a competitive advantage. Our customers make products that extend and sustain lives by sanitizing, fertilizing, beautifying, cleaning, and recycling the world we live in. We at Datacor help our customers make those products you use every day more safely, cost effectively and more efficiently through our technology platforms and applications.
The Role:
The Customer Account Manager works with a set of assigned Datacor ERP customers in the Chemical and Food & Beverage manufacturing/distribution verticals to grow recurring revenue by helping to improve adoption across the Datacor product suite, increase retention, and identify and close new upsell opportunities. You will develop deep relationships at numerous levels within customers’ organizations. You are customer obsessed and a team player with strong fundamental sales capabilities.
Duties/Responsibilities:
Grow recurring revenue and boost net retention for assigned book of business
Develop and execute engagement plans to maximize customer value
Nurture deep, trusted-advisor relationships with various roles, including executive level and decision makers and be the first point of contact for any escalation
Lead business process reviews with customers to uncover customer priorities and key business problems and match them against new features and products that may provide additional value to their businesses
Identify, track, and close opportunities for upsell and cross-sell in collaboration with Solution Engineering and Services
Prime customer base for renewals in collaboration with Renewals Team
Serve as a customer advocate with relevant internal teams
Coordinate internal Datacor resources across various teams to ensure customer satisfaction
Keep track of customer progress on key projects and implementations
Manage client expectations regarding the delivery of Datacor products and services
Key Objectives:
Within the first year of employment, a successful CAM will:
Establish bi-annual review sessions with top 25% customers within your assigned base
Be aware of key projects, strategic objectives, and specific challenges within assigned base
Build pipeline for upsell/cross-sell
Own an ARR quota in net-new upsell after ramp up
Identify any at-risk customers and lead coordination of retention efforts
Qualifications:
Background in enterprise software/SaaS Sales, Account Management, Customer Success or similar role
4 Year college degree or equivalent experience
5+ years of SaaS selling experience, ERP experience preferred
Demonstrated success closing six figure deals
Ability to synthesize complex issues and communicate clearly to clients and internal stakeholders
Proven ability to lead customers through large, complex projects
Strong ability to understand technical concepts and problem solve
Excellent written and verbal communication skills
ERP, manufacturing, and warehouse management software experience is preferred
Understanding of process manufacturing & distribution concepts in the Chemical and Food and Beverage industry is preferred
Strong foundation in sales methodologies/frameworks such as MEDDPICC, Force Management, Challenger Sales etc. is preferred
EOE Statement:
Datacor is an Equal Opportunity Employer and does not discriminate on the basis or race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic.
Use of AI During Interviews:
At Datacor, we value thoughtful problem-solving and authentic perspectives. To ensure a fair and consistent evaluation process, we ask that candidates do not use generative AI tools or outside assistance during live interviews unless explicitly stated otherwise. We're interested in hearing your experience, your approach, and how you think through challenges.