Account Manager, Alation
$63.3-85.5k
Office located in Redwood City, CA
Enterprise data intelligence solutions
Job no longer available
Enterprise data intelligence solutions
501-1000 employees
Job no longer available
$63.3-85.5k
Office located in Redwood City, CA
501-1000 employees
Company mission
To help businesses and institutions to get better value from their data, improving outreach and profit by combining human potential with modern data intelligence.
Role
Who you are
- This role requires a customer-centric, results-oriented individual who excels at building relationships, removing barriers to customer success, and collaborating across teams
- You must possess strong SaaS contract expertise, focusing on minimizing churn, identifying growth opportunities, and providing data-driven insights
- Experience in data management, governance, or similar data intelligence solutions is desired
- 1-3 years of experience in account management, customer success, or a related field
- 1-3 years of experience managing accounts related to enterprise data management, data governance, or similar data intelligence solutions
- Quota-carrying sales experience with a proven track record of retention and expansion
- Confident negotiation skills and experience driving contract completion
- Comfortable interacting, collaborating, and influencing senior executives
- Passionate about building relationships and solutions outcomes with customers, strong project & process management skills
- Proactive, positive team player comfortable in a fast-paced late-staged startup environment
- Strong relationship-building and trust-fostering skills
- Strong problem-solving skills with the ability to identify and mitigate risk
- Excellent presentation and communication skills
- Strong organizational skills and ability to prioritize tasks
What the job involves
- Alation seeks a driven Account Manager to foster customer success to maximize business value and drive sales growth
- You will manage a portfolio of renewal contracts, ensuring customers achieve positive outcomes with Alation's data intelligence software, ultimately driving growth and expansion of annual recurring revenue
- Customer Relationship Management: Serve as the primary point of contact, building strong relationships with key customer stakeholders and understanding their challenges and goals
- Account Health Management: Proactively monitor usage, conduct regular communication, and lead business reviews to ensure optimal account health
- Product & Industry Expertise: Possess deep knowledge of Alation's capabilities, effectively demonstrating value and providing expert guidance aligned with customer needs
- Solution-Based Selling: Focused on solving customer problems through a deep understanding of customer needs/use cases, and not just selling a product. Present tailored solutions, demonstrate value, and close sales
- Renewal Management: Ensure timely renewals by leveraging data and insights to assess health, forecast accurately, negotiate favorable terms, and engage internal resources for a seamless process
- Forecasting: Take ownership of renewal opportunities by forecasting accurately, ensuring predictable revenue outcomes, and maintaining a clear renewal pipeline
- Negotiation: Lead contract negotiations by securing favorable terms and collaborating with internal teams to deliver a seamless and successful renewal process
- Growth and Risk Mitigation: Identify and leverage upsell/cross-sell opportunities while proactively identifying and mitigating renewal risks
- Problem-Solving: Address complex technical or business issues to maximize customer satisfaction
Our take
While companies continue to gather huge volumes of data on customer behavior, efforts in leveraging said data are often hindered by data access and interpretation, which ultimately leads to incomplete datasets.
Alation is a machine learning powered data catalog. It pulls together all a company’s key data from popular sources like Oracle, Spark and Tableau, and presents it on its platform. This means that users can search for multiple strands of data on just one API. Its services include data governance, digital transformation, and data discovery.
With both the data catalog and data analytics market growing rapidly at a 25% annual growth rate, Alation finds itself in a very strong position having shown triple digit growth for four years running. The platform is used for diverse purposes by Pfizer, FinnAir, Pepsico, Salesforce, American Express and BMW.
It’s this range of applicability, from weather-induced flight delay prediction to rare disease identification, that has led to investments resulting in a valuation of $1.7B. Though it's not the only company of its ilk on the market, with the likes of Informatica, Aginity and Alteryx all competing, Alation’s rapid year-on-year growth, solid investment from the likes of Japanese data communications leader NTT DOCOMO and an elite customer base bodes well for the company's future.
Freddie
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2022
$123m
SERIES E
Jun 2021
$110m
SERIES D
Total funding: $315m
Company benefits
- Health and Wellness: health insurance; dental insurance; vision insurance; life insurance; short-term disability; long-term disability; wellness program; FSA account; HSA account; fitness subsidies
- Vacation and Time Off: paid vacation; paid holidays; personal/sick days; maternity leave; leave of absence
- Financial and Retirement: 401(k); company equity; performance bonus
- Professional Development: promote from within; lunch and learns
- Office Life: flexible work hours; remote work opportunities; commuter benefits program; casual dress; happy hours; snacks; some meals provided; company outings
Company values
- Move the ball - We take small steps in the present to make it to the future we’re seeking
- Build for the long term - We plan to fulfill a bold, ambitious mission over decades to come
- Listen like you're wrong - Data and insight are most valuable when they surprise us and prove us wrong
- Measure through customer impact - We measure ourselves by the impact we achieve, not the benefits we receive
Company HQ
Redwood Shores, Redwood City, CA
Articles
Leadership
Satyen Sangani
(CEO)Having studied at Columbia, they worked at Morgan Stanley, Texas Pacific Group, and Andale, before an MSc at Oxford. They then worked as a VP at Oracle for over 9 years prior to co-founding Alation in July 2012.
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