Enterprise Strategic Account Manager, Altana
$170-200k
Equity grants are included in the majority of full time offers + discretionary bonus or a variable compensation plan
Office located in Brooklyn, NY
Supply chain visibility platform
Be an early applicant
Supply chain visibility platform
201-500 employees
Be an early applicant
$170-200k
Equity grants are included in the majority of full time offers + discretionary bonus or a variable compensation plan
Office located in Brooklyn, NY
201-500 employees
Company mission
Altana AI's mission is to improve global commerce.
Role
Who you are
- 7+ years of strategic account management or commercial experience, ideally in a dynamic enterprise SaaS or data intelligence environment, managing complex relationships with F500 clients
- You have a proven track record of successfully expanding large enterprise accounts year over year, navigating complex procurement processes, and leading successful co-development or pilot programs
- You possess a unique blend of commercial acumen and technical fluency, capable of understanding complex data architectures and influencing product development while building compelling ROI models
- You are a natural leader and orchestrator, capable of managing cross-functional teams without direct authority to ensure successful delivery and customer satisfaction
- You are willing to master the fundamental concepts of data fusion, machine learning, and global supply chain dynamics to effectively communicate our product's sophisticated value proposition to both executive and technical audiences
- You possess a willingness to dive into the nitty-gritty when necessary to unblock teams and achieve strategic objectives
- You enjoy working with ambiguity, structuring customer needs into scalable and repeatable solutions across the portfolio
- You are deeply intellectually curious, possessing an ability to look beyond the “what” and inspect “why” and “how” when approached with challenges
- Experience working in big data, supply chain, and logistics industries is a plus
What the job involves
- We're looking for a highly strategic, commercially driven, and technically adept Strategic Account Manager (SAM) who will have the exciting opportunity to own and grow our relationships with strategic Fortune 500 accounts
- In this pivotal role, you will be the architect of long-term partnership success, guiding executives and business stakeholders in leveraging the full transformative power of Altana's platform
- As a SAM, you will work beyond day-to-day management to become a trusted advisor and technical strategist, identifying avenues for product development and cultivating expansion opportunities
- You will serve as the commercial quarterback, orchestrating the delivery team's execution, leading co-development efforts with key customers, and designing and deploying innovative strategies that unlock immense value
- Drive Strategic Growth: Proactively identify, cultivate, and close expansion opportunities across F500 accounts, partnering with customer champions to develop business cases for new product lines and use cases
- Lead Co-Development: Spearhead co-development initiatives with key customers, working closely with Product and Engineering to scope, design, and validate Minimum Viable Products (MVPs) for new offerings that address complex customer challenges
- Design & Deploy Solutions: Take ownership of designing and deploying tailored solutions that unlock specific value for the customer, ensuring alignment between their technical requirements and Altana's platform capabilities
- Executive Engagement: Interface directly with executive stakeholders and business leaders, leading Quarterly Business Reviews (QBRs) and strategy sessions to align Altana’s capabilities with their critical business objectives
- Orchestrate Delivery: Manage the execution of the cross-functional delivery team responsible for servicing your accounts, ensuring technical scoping and project milestones align with commercial goals
- Develop Account Plans: Own the creation and execution of comprehensive strategic account plans, mapping out multi-phase project roadmaps that transform initial pilots into enterprise-wide adoption
- Technical Coordination: Coordinate deeply with the Product and Engineering teams to translate customer feedback into technical requirements, influencing the roadmap and ensuring the successful delivery of new features and capabilities
Our take
Altana’s platform provides a shared source of truth for the global supply chain. The idea is that this will help businesses and governing powers optimize global commerce which, over the past few years, has shot up on the list of international priorities. With three quarters of businesses reporting recent supply chain disruptions, and governments increasingly concerned with mitigating security threats, data-driven visibility is more sought after than ever before.
Crucially, the platform doesn’t require data sharing to create global intelligence, instead using a federated machine learning approach. This is a nut many big-data companies have been trying to crack, and Altana’s success has attracted interest from top-tier investors like Google Ventures and Floating Point alongside contracts with the UK Department of Business & Trade. A number of other headline enterprises and government agencies are already on the company's customer roster.
With companies looking to recoup some of the $4T reportedly lost in supply chain disruptions over recent years, and the push for global databases getting stronger, logistics startups are having a fruitful investment period. Altana is crafting a remarkable product at a highly marketable time, and with good uptake so far. Backed by substantial funding, Altana is set for a strong few years.
Steph
Company Specialist at Welcome to the Jungle
Insights
26% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jul 2024
$200m
SERIES C
Oct 2022
$100m
SERIES B
Total funding: $323.5m
Company benefits
- Competitive base salary: We offer competitive base salaries to recognize the incredible work our employees do.
- Learning & development: We support your development through regular performance check-ins and offer financial support for Learning and Development initiatives.
- Health benefits: We offer full global benefits, including a 100% employer-paid plan and tax-advantaged HSA and FSA options in the US.
- Paid time off: We provide a generous PTO policy, including paid sick time, to support your well-being in and out of the office.
- Equity program: We instill ownership by offering competitive new hire equity grants, plus the opportunity to gain more equity along the way.
- Parental leave: We offer up to 26 weeks of fully paid parental leave to support you and your family.
Company HQ
Financial District, New York, NY
Leadership
Raphael Tehranian
(Co-Founder & COO)Previously an analyst with J P Morgan, pivoting to engagement at Cleantech Group and then corporate tech strategy with Suncor Energy. After a spell as an investor at Fuller Smith, spent time with global supply chain analytics company Panjiva as a management advisor.
Peter Swartz
(Co-Founder & Chief Science Officer)An MIT grad in political science who went on to work as Head of Data Science at Panjiva.
Evan Smith
(Co-Founder & CEO)A Yale economics graduate with experience in renewables at Imperium Renewables and Verno Systems, the latter of which they co-founded. Served as a partner at Fuller Smith, before moving on to work in a management advisor role at Panjiva.
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