Strategic Account Growth Manager

VALUE (价值观)

• (A) Achiever: Drive consistent revenue performance, exceeding targets through disciplined execution, strong pipeline management, and high closing effectiveness.
• (C) Customer First: Prioritise customer business outcome (ROI, growth, risk reduction) — not just satisfaction — positioning solutions that directly impact client revenue and scalability.
• (T) Team Work: Collaborates cross-functionally (support, product, marketing) to accelerate deal closure and client success, not just internal harmony.
• (I) Integrity: Maintains trust through transparent commercial advice, ensuring long-term account value while closing responsibly.
• (O) Ownership: Takes full accountability for pipeline, deal progression, and revenue outcome. Never blames product, pricing, or market — always focuses on what can be controlled to win the deal.
• (N) Nurturing: Supporting and developing both clients and team members, Creating a positive and productive work environment and strong client relationships.

ABILITY (能力)

• Strategic Thinking: Develops account growth strategy aligned with client business goals, identifying expansion, upsell, and long-term revenue opportunities.
• Relationship Building: Builds commercially strong relationships with decision-makers, influencing stakeholders to drive faster and higher-value deal closure.
• Negotiation Skills: Executes negotiations focused on value, not price, protecting margin while securing commitment and long-term partnership.
• Problem-Solving: Solves client challenges with a business-first mindset, linking solutions directly to measurable outcomes (revenue, cost, efficiency).
• Analytical Skills: Uses data (pipeline, conversion rate, deal velocity) to drive decisions, prioritise opportunities, and improve win rate.
• Customer-Centric Approach: Understands client needs and aligns solutions to business priorities, not just technical requirements.
• Adaptability: Ability to prioritize and address the needs and concerns of clients
• Closing Intelligence: Understands buying signals and applies the right closing strategy:
• Assumptive close
• Urgency framing
• Risk reversal
• Execution Discipline: Maintains strict discipline in:
• BANT qualification
• Follow-up cadence
• CRM hygiene
• Resilience & Mental Toughness: Handles rejection, pressure, and competition with emotional control, maintaining performance consistency without drop in execution.

WORKING ATTITUDE (工作态度)

Revenue Ownership Mindset（业绩责任感）

1. Owns revenue target completely — no excuses
2. Tracks progress daily — not end of month
3. Always asks: “What must I do today to close more deals?”
4. If target is missed → identifies controllable gap immediately and fixes it

Urgency & Speed（执行速度）

1. Responds to leads, clients, follow-ups same day or faster
2. Pushes every deal forward — no waiting
3. Bias toward action — not discussion 👉 Goal: " Slow response = lost revenue "

Discipline & Consistency（执行纪律）

1. Executes daily non-negotiables:

• Outreach
• Follow-ups
• CRM updates

1. Maintains execution even when:

• No mood
• Facing rejection 👉 Goal: " Consistency wins deals — not motivation "

Pipeline Control Mindset（管道掌控）

1. Maintains pipeline at minimum 3–5x target
2. Moves deals actively — never passive
3. Knows exact status of every deal at any time 👉 Goal: " If pipeline is weak → future revenue is already lost "

Proactiveness（主动性）

1. Does not wait for:

• Leads
• Instructions
• Opportunities

1. Creates opportunities via:

• Outreach
• Upsell
• Referrals 👉 Goal: " Top performers create pipeline — they don’t wait for it "

Learning & Improvement（持续成长）

1. Reviews every lost deal and identifies the exact failure point:

• Why we lost
• Where the process broke
• What should have been done differently

1. Systematically improves:

• Pitch clarity (make value obvious)
• Objection handling (remove friction early)
• Closing strategy (drive decision faster) 👉 Goal: " Turn every loss into higher future win rate "

Accountability Under Pressure（抗压责任）

1. Performs consistently under:

• Revenue target pressure
• Month-end closing urgency

1. Maintains execution standard:

• No drop in follow-up
• No delay in deal progression

1. Operates with mindset:“Pressure is part of the job — performance must remain constant.”

Commercial Drive（商业驱动力）

1. Always scanning account for revenue opportunities:

• Upsell (increase value per client)
• Cross-sell (expand product adoption)
• Expansion (grow account size over time)

1. Does not wait for opportunity — creates it 👉 Goal: “How do I maximise revenue from every account?”

Job Description

The Strategic Account Growth Manager is the single point of ownership for cross-sell revenue growth across the existing client base. They identify which accounts are ready for which additional Exabytes service (Lark AI add-ons, Managed AI solution, security, and etc.), run the outreach motion across all tiers clients, and close/upsell — turning single-product customers into multi-product accounts.

Job Scope:

• Communicate with clients to identify new sales opportunities with solutions and services that can overcome customer's pain points.
• Commitment to execute according to company's defined policy and SOP towards achieving all the KPI and targets.
• Collaborate with solution architect and technical support team to ensure client satisfaction.
• Foster strong relationships with key clients to ensure long-term relationships and business retention.
• Drive new business acquisition by executing targeted  farming (existing clients) and hunting (new prospects) sales strategies , focused on expanding the adoption of our  Mid-size SME GROW Digital Services.
• Focus on high-end and strategic clients to drive new sales growth and take proactive action to ensure customer satisfaction.
• Analyze own sales performance and weaknesses to identify improvement opportunities.
• Identify and implement process improvements for personal effectiveness enhancement

Job Responsibilities

• Account planning — Using Freshsales/usage data, map every account in the portfolio against a cross-sell opportunity, prioritizing their champion product where relevant.
• Structured outreach cadence — Touch the full 300-500 account book on a consistent cycle:
• 8-10 account touches/day (calls, emails, or scheduled reviews) —enough to cycle through the full portfolio roughly once per quarter, plus follow-ups on live opportunities
• 3-5 upsell proposals/quotations sent per week
• Every touch logged in Freshsales same-day
• Champion product ownership — Become the internal expert on their assigned product line; drive its growth across the portfolio as a core part of the SGD 2M commitment, in addition to general cross-sell.
• Pipeline & forecast discipline — Maintain an accurate, probability-weighted forecast in Freshsales toward the SGD 2M FY27 gross revenue commitment; flag at-risk quarters early via the same red/yellow/green flagging convention used across the wider sales team.
• Retention as a side-effect of the relationship — this role isn't a renewals/support role, but a client who's actively being cross-sold to is a client far less likely to churn; flag at-risk accounts to Customer Success rather than trying to fix retention issues personally.
• Y-o-y 20% gross revenue growth with yearly 51% gross profit is the commitment; how that's built (deal mix, account prioritisation, champion-product weighting) is the Strategic Account Growth Manager's own plan to construct and defend, not a prescribed formula.

Job Knowledge & Skills Required

Revenue Growth Capability

this is the core hiring bar, not product knowledge (the champion product itself can be learned on the job):

• Demonstrated ability to grow revenue from an existing account base — can explain, with real numbers from their own history, how they've taken an account from X to Y spend.
• Data-driven account prioritization — able to read usage/spend patterns and independently identify which accounts are expansion-ready, rather than working the book in random order.
• Margin-aware selling — understands that the target is gross profit, not just topline; can structure deals that hit both revenue and the 51% GP bar, not just chase volume.
• Forecasting and pipeline discipline — can build and defend a probability-weighted forecast, and knows the difference between a real commitment and pipeline padding.
• Consultative discovery and closing technique — able to diagnose a client's actual gap and propose the right next step, then close it, without needing a scripted pitch.
• Self-directed planning — given a hard number (SGD XXM) and a portfolio, can construct their own account plan and defend the logic behind it, rather than needing the path prescribed to them.

Commercial/Soft skills:

• Organized and disciplined with a full portfolio — consistent daily cadence across 300-500 accounts, not ad hoc outreach to whoever happens to respond.
• Comfortable being measured against a hard number (SGD xxM gross revenue, 51% GP) with weekly activity accountability, in the same red/yellow/green coaching framework the rest of the sales org already operates under.

Job Qualification

• Excellent Communication Skills in English and Mandarin
• Problem-Solving Abilities
• Proven track record of consistently outperforming sales revenue targets
• AWS Certified Cloud Practitioner (can be obtained after joining)
• We welcome applications from individuals holding valid PR or Employment Pass in Singapore, including candidates from the People’s Republic of China and other countries.

This role is designed for high performers who are ready to take on growth challenges and drive measurable results. If you are not motivated by ownership, accountability, and continuous growth, this role may not be suitable for you.

Job Highlights

• Awards/partnership/company achievement.
• Special incentive such as 5 Stars ranking allowances, PK allowance, and so other extra incentive for over achiever.
• High pay in commission structure.
• Monthly Salary Range (SGD): S$4,500 - S$15,000 (Basic + Commission + Incentive)
• Well Established IT Solutions & Technology Company.
• Challenge Driven.
• Yearly Overseas trip for over achiever.
• Cross-functional teamwork