Responsibilities:
License Expansion & Cross-Selling:
Proactively identify opportunities to sell additional licenses and cross-sell complementary products to existing customers.
Work closely with customers to understand their evolving needs and align our solutions to their business goals.
Customer Relationship Management:
Build and maintain strong relationships with key stakeholders, including technical owners, practical owners, economic decision-makers, and procurement contacts within accounts.
Serve as the primary point of contact, fostering trust and ensuring open communication.
Business Reviews & Retention:
Conduct business reviews with customers 6–9 months prior to their renewal to assess their current usage and identify any adjustments needed in licenses or product mix.
Proactively identify potential retention risks and collaborate internally to mitigate them.
Value Validation:
Validate and communicate the value of our products to customers, ensuring they achieve the expected outcomes and ROI.
Gather and share customer success stories and feedback to showcase the impact of our solutions.
Sales Execution:
Create and deliver accurate quotes and contracts tailored to customer needs.
Drive contract negotiations and close deals efficiently to achieve sales targets.
Internal Collaboration:
Work cross-functionally with internal teams (e.g., Customer Success, Product, Support, and Finance) to address customer needs and ensure a seamless experience.
Advocate for customer feedback internally to drive continuous improvement in products and services.
Customer Delight:
Uphold our commitment to "delighting every customer" by going above and beyond to exceed expectations.
Requirements:
Proven experience in account management, customer success, or a related role, with a focus on sales and retention.
Strong understanding of the sales cycle, including quoting, contracting, and closing business.
Excellent interpersonal and relationship-building skills, with the ability to navigate complex organizational structures.
Exceptional communication and presentation skills, both verbal and written.
Strong problem-solving and critical-thinking abilities, with a proactive approach to addressing challenges.
Ability to work collaboratively with cross-functional teams in a fast-paced environment.
Demonstrated ability to take the initiative and work in a self-directed manner.
Ability to thrive in a changing environment. Comfortable with ambiguity and rapidly evolving domain.
Ability to quickly learn and understand new technologies and software products
AI Fluency:
All employees are expected to demonstrate AI fluency appropriate to their role and level, including responsible use of AI tools, sound judgment, and adherence to company AI governance and security policy standards.
Skills Required
- Proven experience in account management, customer success, or a related role with a focus on sales and retention.
- Strong understanding of the sales cycle, including quoting, contracting, and closing business.
- Excellent interpersonal and relationship-building skills; ability to navigate complex organizational structures.
- Exceptional verbal and written communication and presentation skills.
- Strong problem-solving and critical-thinking abilities; proactive approach to addressing challenges.
- Ability to work collaboratively with cross-functional teams in a fast-paced environment.
- Demonstrated ability to take initiative and work in a self-directed manner.
- Ability to thrive in a changing environment and be comfortable with ambiguity.
- Ability to quickly learn and understand new technologies and software products.
- AI Fluency Level 2: Skilled Prompter (crafts effective prompts, iterates, and validates AI outputs).
What We Do
The best run DevOps teams in the world choose Perforce to remove bottlenecks to speed up and deliver app experiences that move the needle. With Perforce’s suite of products built to develop and maintain high-stakes applications, companies can finally manage complexity with efficiency, achieve speed without compromise, and run their DevOps toolchains with full integrity. Perforce gives customers a DevOps Edge, from code to business-ready. But at the heart of our success is the people. We are a global community of collaborative experts, problem solvers, and possibility seekers who believe in making work both challenging and fun. Join us and you’ll work alongside the brightest in the business, driving innovation and growing in a career that’s moving in one direction: upward!
