Senior Account Manager (Format Solutions)

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. 

About Format Solutions, a Datacor Company: 

Format Solutions is the global leader of animal feed and pet food formulation and manufacturing operations management software solutions. We build upon our 40+ years' experience bringing innovative solutions to the animal nutrition industry that are crucial to the management of our customers’ business and help them deliver safe, sustainable, and cost-effective feed and food products to their customers. We are passionate about being a foundational part of the food supply chain and helping our customers achieve their business goals by utilizing modern technology solutions.

The Role: 

The Senior Account Executive works within the existing Format Solutions customer base to grow recurring revenue by helping to improve adoption across the Format Solutions product suite, increase retention, and identify and close new upsell and cross-sell opportunities. You will also collaborate closely with the service delivery, product, and support teams around growth initiatives and customer issues. 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 an assigned book of business 
• Identify, target, and close net new business within the assigned territory
• Develop and execute engagement plans to maximize customer value
• Nurture deep, trusted-advisor relationships with various roles, including executive level, decision makers and users, as a primary point of contact for revenue expansion and 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 Consulting and Implementation
• Prime assigned customer base for renewals in collaboration with Renewal Managers
• Serve as a customer advocate with relevant internal teams
• Coordinate internal Format Solutions 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 Format Solutions products and services
• Build and maintain pipeline of customer opportunities in Salesforce

Qualifications: 

• 3-5 years of experience in enterprise software/SaaS sales, Customer Success or similar role 
• Bachelor's Degree in Agriculture Business, Business, Agriculture Systems Management, Animal Science/Nutrition
• 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
• Ability to travel up to 50% of the year
• Experience with selling Enterprise Software and managing customers in the agricultural, farming or pet food manufacturing arenas strongly preferred
• Understanding of manufacturing concepts and ERP software preferred