The Role
Manage and grow a defined set of maritime SaaS accounts as primary contact: drive renewals, upsell/cross-sell, conduct account reviews, prepare quotes and ROI proposals, monitor adoption and satisfaction, address escalations, and collaborate with pre-sales, Sales Ops and product teams to reduce churn and expand revenue.
Summary Generated by Built In
🚢 Discover OneOcean:
OneOcean is a unified brand born from the integration of OneOcean and Ocean Technologies Group.
Owned by Lloyd’s Register, an organisation with more than 260 years of trust, integrity and leadership at sea, OneOcean combines the agility and ambition of a fast-moving innovator with the strength and stability of one of the world’s most trusted maritime institutions.
At the heart of OneOcean is a portfolio unlike any other in maritime. A comprehensive, integrated portfolio built on years of expertise, trusted by thousands of maritime professionals around the world.
🎯 Our Mission: Our mission is clear. In the race to zero emissions, our research, advisory and technical expertise and industry-firsts are supporting a safe, sustainable maritime energy transition. Today we are a leading provider of classification and compliance services to the marine and offshore industries, helping our clients design, construct and operate their assets to accepted levels of safety and environmental compliance.
🔍 Why Join OneOcean Crew?
- Legacy & Innovation: We were created more than 260 years ago as the world’s first marine classification society to improve and set standards for the safety of ships.
- Global Impact: Our digital solutions are relied upon by more than 30,000 vessels, following the acquisition of OneOcean in 2022 and Ocean Technologies Group in 2024.
- Product Offering: Covering five proven product areas - learning, fleet operations, compliance, voyage planning and performance management - supporting its customers from ship to shore, from training and people operations, to voyage compliance and optimisation.
🧭 Navigating the position: Partner Account Manager
As a Portfolio Account Manager (PAM) you will be responsible for managing and growing customer relationships. You will act as the primary point of contact for a defined list of accounts, ensuring customers are contacted at least once every quarter, driving renewals, and identifying new revenue opportunities through upselling and cross-selling.
Key Responsibilities:
Account Management & Customer Relationships
- Own an agreed set of accounts.
- Develop customer relationships , some of which will be the first time they speak to a Lloyd’s Register OneOcean representative.
- Conduct regular check-ins and account reviews to maintain strong relationships.
- Develop org charts and stakeholder engagement plans to navigate customer organizations.
- Lead meeting engagements when necessary and align on strategic objectives.
Sales & Revenue Growth
- Qualify decision-making processes, criteria, and compelling events to drive deals forward.
- Assess pain points and business impact to position the right solutions.
- Drive upsell and cross-sell opportunities to expand revenue within key accounts.
- Support renewals and contract negotiations to maximize customer lifetime value.
Value Demonstration & Commercial Execution
- Where relevant, work with pre-sales and solution teams to demonstrate product value.
- Develop and present ROI and business case proposals for customers.
- Own quote preparation, pricing discussions, and deal negotiations.
- Collaborate with Sales Ops and Deal Desk for contract review and approvals.
Customer Retention & Risk Management
- Monitor adoption, customer impact, and satisfaction to ensure long-term success.
- Address escalations, complaints, and potential churn risks proactively.
- Support roadmap discussions and customer feedback loops to enhance product alignment.
Success Metrics
- Revenue retention and identifying upsells and cross-sell opportunities.
- Deliver high renewal and retention rates.
- Customer satisfaction and engagement levels (NPS, CSAT, etc.).
- Churn reduction and proactive risk mitigation.
Continuous Improvement: Implement processes for continuous improvement, including code reviews, performance analysis, and feedback loops to enhance the overall development lifecycle.
Agile Methodology: Champion agile development methodologies, promoting adaptive planning, evolutionary development, and early delivery of value. Collaborate with cross-functional teams to streamline processes and enhance overall project efficiency.
Team Empowerment: Mentor and empower developers, fostering a collaborative environment that encourages continuous learning and professional growth. Instill a passion for quality code, creativity, and problem-solving within the development team.
Team Empowerment: Mentor and empower developers, fostering a collaborative environment that encourages continuous learning and professional growth. Instill a passion for quality code, creativity, and problem-solving within the development team.
Skills, Knowledge, and Experience Required:
- Knowledge of the maritime industry and experience in crewing, training, or QHSE departments
- Professional certifications in customer success, account management, or sales are a plus
- A second, European language also a plus
- Experience in account management, customer success, or related roles within technology, SaaS, or service industries
- Proven track record of managing client accounts and driving revenue growth through account development
- Expertise in relationship management and developing long-term client partnerships
- Ability to analyse client data and develop account plans
- Strong presentation and communication skills
- Ability and willingness to travel on occasion
About
OneOcean is transforming the future of maritime intelligence. Born from the integration of LR OneOcean and Ocean Technologies Group, we unite decades of maritime expertise with cutting-edge digital innovation under one powerful brand. Our comprehensive portfolio spansLearning, Fleet Operations, Compliance, Voyage Planning, and Performance Management— trusted by thousands of maritime professionals worldwide. By connecting ship and shore, people and data, we help organisations operate more safely, efficiently, and sustainably through real-time intelligence and predictive insights. We are part of Lloyd’s Register (LR) a global leader in marine and offshore engineering, technology, and digital solutions. With over260 years of trust, integrity, and leadership at sea, LR supports more than30,000 vessels worldwide. Together, OneOcean and LR combine the agility of innovation with the strength of a world-renowned institution, driving digital transformation and shaping a more connected, sustainable maritime industry.
Skills Required
- Knowledge of the maritime industry and experience in crewing, training, or QHSE departments
- Experience in account management, customer success, or related roles within technology, SaaS, or service industries
- Proven track record of managing client accounts and driving revenue growth through account development
- Expertise in relationship management and developing long-term client partnerships
- Ability to analyse client data and develop account plans
- Strong presentation and communication skills
- Ability and willingness to travel on occasion
- Professional certifications in customer success, account management, or sales
- A second, European language
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Ocean Technologies Group is a provider of maritime-focused human capital management and operational solutions. It offers a comprehensive library of e-learning, training, and assessment tools for seafarers, built on brands like Seagull Maritime and Videotel. The company aims to help ship operators achieve safety and operational excellence through digital learning, assessment, and fleet management software, supporting professionals globally in the maritime sector.
