Position Title: VP Global Account Management

Location: Virtual, United States

Employment Type: Full-Time

Onsite, Remote or Hybrid: Remote

Department: Sales

Hiring Manager: Chief Revenue Officer

Travel: Up to 50% travel possible

Benefits: Medical, dental, vision, HSA, FSA, 401(K), life insurance, parental leave, and mental health resources all beginning on first day of employment. See Benefits section below for more details.

COMPANY SUMMARY:

Here at Aprimo, our mission is to empower the marketing organizations of today to build the brands of tomorrow. Aprimo is a pioneer of the marketing resource and digital asset management space, and we deliver an innovative, industry-leading SaaS solution that changes the way Fortune level companies work, create, collaborate, and learn in order to deliver exceptional brand experiences at scale.

Aprimo helps enterprises unleash the power of their content by providing content operations and digital asset management software to manages the behind-the-scenes activities involved in marketing. Our product allows companies to manage content planning, creation and distribution all in one place, store content and media in a shared repository, and receive in-depth insights into how content performs.

Founded in 1998, Aprimo has five offices internationally, including Chicago headquarters, and offers a flexible work-from-home/remote-work policy.

Named a Leader in Digital Asset Management (DAM) and Marketing Resource Management by Forrester and winner of the 2021 Tech Cares Award for our work with Aprimo HELPS, we build on the power of our people to make an impact both in our industry and in our communities.

POSITION SUMMARY:

We are seeking a data-driven and strategic VP Global Account Management to lead our global account team. This individual will act as a mentor and coach to lead a team of account managers, oversee customer retention and revenue growth across the entire installed base, manage renewal pipelines and processes, develop and evolve relationships with clients, lead strategy around strategy and forecasting and ensure ongoing team development. This role will also play an active part in supporting Go-To-Market frameworks and pricing strategies, providing product feedback, and partnering with various internal and external stakeholders to continually foster adoption and ensure that our services provide maximum value to clients.

Reporting directly to the Chief Revenue Officer, this role is pivotal to our expansion efforts, responsible for executing customer-centric strategies that drive gross and net revenue retention. This role requires a strong operator with executive presence, a proven track record of scaling account programs, and an ability to work cross-functionally to align on forecasting, customer outcomes, and expansion efforts.

WHAT YOU WILL BE RESPONSIBLE FOR:

• Lead and coach a team of Account Executives and Managers to deliver against Gross Revenue Retention (GRR), Net Revenue Retention (NRR), and expansion goals
• Own strategic account planning processes, including whitespace analysis and risk mitigation
• Oversee the renewal pipeline and manage the renewal process to ensure that the team is responsible for outcomes and delivering results
• Develop relationships with our clients’ senior leaders and executive team members, thereby reaffirming our dedication to their success.
• Deliver weekly, monthly, and quarterly retention and expansion forecasts, partnering with RevOps to ensure forecast accuracy
• Ensure best-in-class pipeline execution and 3x coverage for expansion opportunities per quarter
• Execute against consumption-based strategies and promote cross-sell across the Aprimo product suite, including AI Elite and CI/CP
• Conduct high-impact Strategic Business Reviews with top accounts, ensuring alignment with customer goals
• Drive legal and commercial negotiations for renewals and expansions in partnership with Legal and Finance
• Provide weekly executive reporting on account health, customer visits, pipeline, and forecast variance
• Maximize client retention by proactively supporting Account Executives in their efforts, addressing and escalating retention issues internally as needed, and analyzing survey feedback.
• Continually provide product feedback and shape our product roadmap by communicating client feedback to our leaders and Product teams
• Utilize Salesforce.com to ensure comprehensive representation of all team account activities and to provide a transparent overview of client interactions and progress in data management
• Collaborate with the Customer Experience organization to proactively address adoption challenges and support customer outcomes
• Guide career development and ongoing enablement for account team members; foster a high-performance, team-oriented culture
• Support initiatives for Go-To-Market framework and pricing strategy
• Maintain strong executive relationships with key customers, ensuring voice-of-the-customer is reflected in product and GTM strategy
• Advocate for programs focused on talent development and recognition to enhance team productivity and foster a culture of excellence rooted in delivering an exceptional customer experience.
• Additional duties and responsibilities as required

CANDIDATE QUALIFICATIONS & WHY YOU’RE A GREAT FIT FOR THE ROLE:

• A minimum of 6 years of experience managing a team of 5 or more Account Managers
• Proven history of hitting NRR and GRR targets in an enterprise environment
• Deep understanding of account planning, critical account management, renewal planning, adoption planning and the QBR process
• In-depth knowledge of marketing and the Martech ecosystem
• Ability to navigate large complex organizations to growth accounts
• Experience with cross-sell and upsell programs across product lines and geographies
• Skilled in contract and legal negotiations for multi-year enterprise deals
• Familiarity with forecasting tools such as Salesforce
• Executive presence and a collaborative approach to cross-functional leadership

APRIMO CULTURE & WHY YOU’LL LOVE WORKING HERE:

• Aprimo offers a forward-thinking, progressive and employee-first culture that is based in both collaboration and flexibility with team members who are friendly, intelligent and enthusiastic people that are committed to the product and mission here at Aprimo.
  • With 5 offices worldwide and teams spread throughout the US, EMEA and Philippines, our multicultural teams work cross-departmentally and across continents and cultures towards a shared goal.
  • We offer a diverse environment that promotes DEI efforts, values multiple perspectives and fresh thinking and which includes Aprimo HELPS, an employee resource group (ERG) that is dedicated to giving back to our local communities
• Through its relaxed environment, Aprimo embodies a more casual “Silicon Valley” atmosphere.
  • We have a casual dress code that allows employees to express themselves as individuals and which fosters a creative and free-thinking approach to problem solving and business solutions. And it also allows us to wear hoodies and shorts during internal meetings.
• Unlimited PTO, flexible work schedules and all positions allowing for either entirely remote or hybrid working arrangements create a deeply rewarding work-life balance.
  • Our unlimited PTO encourages employees to take time off to un-plug, rest, and recharge.
  • With flexible work schedules, employees can attend to personal matters, such as stepping away to pick up their children from school or to get a much-needed haircut.
  • In a recent internal survey, 89% of staff cited work-life balance as being one of the most rewarding aspects of working at Aprimo!
• Part of the key to our success is that team members are not only successful at collaboration and open communication, but that they are also given a great deal of autonomy and freedom in their own individual roles.
  • Our culture is not a micro-managing environment – rather, employees are encouraged to be self-starters, to voice new ideas, and to exercise ownership in their individual roles.
  • As such, individual team members can leave a lasting impact and footprint within the organization – in fact, our average employee tenure is 7.7 years.
• Aprimo employs a “choose your own adventure” approach to career advancement.
  • Staff members are not siloed into roles and for many of our teams there is no set ladder that one needs to climb to achieve growth and promotion.
  • Rather, we emphasize an organic approach to career development in which employees can and do frequently transition into newly created roles within their own teams or transition into other departments based on their interests in exploring new skills and responsibilities.
  • For additional learning and development, we recently rolled out Udemy, which is an online learning platform that employees have access to and which features over 200,000 courses on a wide variety of business topics.
• Ranked #1 in AI Metadata & Search by Forrester, Aprimo sits on the cutting-edge of technology and is paving new paths forward by incorporating AI (artificial intelligence) into our product offerings.
  • We offer generative AI in a secure environment built for brand safety and governance. Our AI-powered content operations platform, with industry leading digital asset management (DAM) software at its core, helps to optimize the creative process and improve the user experience with better search, recommendations, categorization and summarization.
  • Our AI empowers marketing teams to automate tasks, analyze data, and personalize content, ensuring scalability without sacrificing productivity.
  • AI automatically identifies asset characteristics and transforms them into words a human would search for. Translation, image alterations, personalization, and more are all streamlined by AI.
  • With our platform, marketers can efficiently produce a larger volume of content, engage customers on a personalized level, curate relevant materials, and make data-driven decisions to drive their content strategies forward.
  • Our AI offers up to 72% increase in discoverability and productivity, up to 61% reduction in production time, and up to 66% faster time to market.

APRIMO BENEFITS WE OFFER:

• Target Compensation: Annual base salary target of $175,000 to $200,000 and OTE of $350,000 to $400,000, depending on job related knowledge, skills, and level of experience. This is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills and abilities, as well as internal equity, alignment with market data, or other law.
• Competitive benefits coverage that begins on the first day of employment, and includes:
  • Medical benefits with low premiums and choice of two programs (PPO or High Deductible)
  • Dental benefits with choice of two programs (PPO or HMO)
  • Vision benefits program
  • Health savings account (HSA)
  • Flexible spending accounts (FSA) for medical care, dependent care, and commuter/transit benefits
  • 401(K) savings plan that matches the first 4% of compensation at 100%, and the next 2% at 50%
  • Basic life insurance covered at 100% and twice the base salary, with additional voluntary/optional coverage available
  • Disability insurance covered at 100% for 10 weeks for short term disability and covered at 50% for long term disability
  • For both biological and adoptive parents, maternity leave is paid at 100% for up to twelve weeks and paternity leave is paid at 100% for two weeks
  • Employee Assistance Program (EAP) that provides employees with mental health resources and therapy consulting

PHYSICAL REQUIREMENTS:

• Must be able to remain in stationary position, often standing or sitting for prolonged periods and performing sedentary work that primarily involves sitting/standing
• Must be able to move about to accomplish tasks or moving from one worksite to another
• Must be able to perform light physical work that includes lifting or moving objects up to 20 lbs. or medium work that includes moving objects up to 50 pounds on occasion
• Must be able to communicate with others to exchange information, including conveying detailed or important spoken instructions to others accurately, loudly, or quickly
• Must possess the ability to receive detailed information through oral communication at normal speaking levels
• Must be able to repeat motions that may include the wrists, hands and/or fingers (i.e., repeated typing, etc.)
• The worker is required to have close visual awareness to perform an activity and to assess the accuracy, neatness and thoroughness of the work assigned, such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
• This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, etc.

EEO STATEMENT:

Aprimo provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, gender identification, national origin, age, disability or genetics. In addition to federal law requirements, Aprimo complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.