We are seeking an experienced and strategic relationship manager to join our team focused on driving Net Revenue Retention (NRR) within our largest and most strategic customers. In this role, you will act as a trusted advisor to key customer executives, deeply embedding our solutions into their core business initiatives. Your primary objective will be to foster deep, long-lasting partnerships that lead to significant growth and customer advocacy.
Key Responsibilities
- Executive Relationship Management: Develop and nurture deep, multi-threaded relationships with key executives and decision-makers. You will be the primary strategic contact for our most important accounts.
- Strategic Account Planning: Create and maintain comprehensive strategic account plans that map our solutions to the customer's primary business initiatives, priorities, and key performance indicators.
- Customer Engagement & Cadence: Own and manage the customer engagement lifecycle. This includes leading weekly check-ins, preparing and delivering monthly progress reviews, and orchestrating impactful Quarterly and Executive Business Reviews (QBRs/EBRs).
- Growth and Opportunity Identification:
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- Conduct "white space" analysis to identify opportunities for expanding our footprint within the account.
- Proactively identify top candidates for enterprise-level contracts and build the business case for the upgrade.
- Develop and execute on a proactive renewal strategy to ensure high retention rates.
- Organizational & Influence Mapping: Conduct in-depth research to map customer organizational structures, identifying key influencers, their authority, and their sentiment toward our partnership.
- Cross-Functional Collaboration: Partner closely with internal teams to ensure a seamless customer experience and alignment on account strategy.
- Value Creation: Act as a thought partner to your customers, providing value through best practice sharing, industry insights, and strategic guidance.
- Expand Zywave Footprint:
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- Sell Zywave products and services in largest most strategic customers.
- Conduct "white space" analysis to identify opportunities for expanding our footprint within the account.
- Proactively identify top candidates for enterprise-level contracts and build the business case for the upgrade.
- Develop and execute on a proactive renewal strategy to ensure high retention rates.
Qualifications & Experience
- Proven experience in a strategic account management, enterprise sales, or senior customer success role with a focus on large, complex customers.
- A strong track record of meeting and exceeding goals related to Net Revenue Retention (NRR), renewals, and account growth.
- Exceptional executive presence and communication skills, with demonstrable experience leading C-level business reviews.
- Strong business acumen, with the ability to understand and align with a customer's strategic goals by leveraging financial reports and market data.
- A highly organized and programmatic approach to managing a book of business.
- Experience working collaboratively with cross-functional teams to deliver outstanding results for customers.
- Willingness to travel for frequent on-site, in-person customer meetings.
Why work at Zywave?
Zywave is a cutting-edge SaaS company that has led the digital revolution of the insurance industry over the last 25 years. We continue to make waves by launching new product functionality and integrations to deliver a world-class customer experience. Since 2020, Zywave has acquired several insurtech companies representing over 900 employees globally. With our remote-first environment and core values that encourage employees to grow, belong and transform professionally there are endless opportunities to build new skills and relationships. Why wait to hop aboard the rocket ship? Get onboard now!
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