Location: Remote Italy

About the Department

Channel Account Managers, Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all work together to help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real technical problems while creating the revenue streams that help the company provide free services to millions in our community.

What you'll do

We are looking for a seasoned channel sales professional to help us build out the channel organization in the region. This is a great opportunity to be part of the Channel Sales Team in the region and play a critical role in developing Cloudflare’s presence in the market.

In this role, you’ll identify, recruit and operationalize new reseller partner organizations to help expand Cloudflare’s indirect sales reach within an assigned territory. You will build a regional partner business plan with quantified goals and milestones to achieve partner sourced revenue metrics to meet all quarterly sales requirements.

As a Channel Account Manager, you will develop a comprehensive regional partner map, outlining target partners to recruit. You will work with partner stakeholders to drive sales enablement and coordinate technical training of Cloudflare’s solutions, work with respective field teams on demand generation initiatives and campaigns,  as well as working with direct sales on various Channel oriented opportunities.

Additional responsibilities will include:

• Maintain and report an accurate sales forecast in Salesforce.
• Manage contract negotiations. Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key partners.
• Ensure customer satisfaction.
• Strong network within the GSI and NSI.

 Examples of desirable skills, knowledge and experience

• 10+ years in Software/SaaS/Security/Networking Sales & Channel management.
• 10+ years of experience and a proven track record developing a partner ecosystem VARs, SI's, MSP’s/MSSP's, within a SaaS model.
• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Direct experience in recruiting, onboarding and enabling resellers/SI's.
• Experience working in a start-up environment.
• Ability to travel 30-50% of the time.
• Technical competence strongly preferred.

What You'll Do:

Client Relationship Management

• Build trust and maintain strong, long-term relationships with enterprise clients, including key decision-makers.
• Act as the main point of contact for client inquiries, escalations, and issue resolution.
• Regularly engage with clients to understand their evolving needs, challenges, and objectives.
• Onboard new clients with various products onto the Level platform

Account Planning and Strategy:

• Develop comprehensive account plans outlining strategies for client retention, growth, and expansion.
• Collaborate with internal teams to align product features and service offerings with client goals and objectives.
• Identify and drive upsell and cross-sell opportunities within existing accounts to maximize revenue and profitability.

Client Advocacy and Support:

• Work cross-functionally with product, sales, and support team members to foster a strong sense of customer obsession, community and information sharing.
• Provide ongoing support and guidance to clients, offering insights and recommendations to optimize their benefits programs based on new and evolving company products
• Conduct executive business reviews with clients to review performance metrics, discuss challenges, and explore opportunities for improvement.

Market Analysis and Insights:

• Stay informed about industry trends, competitive landscape, and regulatory changes affecting the benefits industry.
• Provide clients with market insights, benchmarking data, and best practices to help them make informed decisions.
• Collaborate with internal teams to develop innovative solutions and service offerings that address evolving client needs.

Performance Tracking and Reporting:

• Monitor key performance metrics, such as client satisfaction scores, retention rates, and revenue growth.
• Prepare and deliver regular performance reports to clients, highlighting achievements and areas for improvement.
• Use data-driven insights to identify trends, patterns, and opportunities for optimization.

Who You Are:

• Bachelor’s degree in relevant field or relevant work experience
• 2-4 years in Enterprise Account Management, preferably within the benefits industry or a related field
• Track record of educating executive decision-makers, building and maintaining relationships with them.
• Working knowledge of CRM software and other relevant tools for managing client relationships and tracking relationships (e.g. Salesforce)
• Excellent communication and interpersonal skills, with the ability to build rapport and influence decision-makers both internally and externally.
• Proven ability implementing, renewing, and cross-selling clients.
• Demonstrated ability to develop and execute strategic account plans that drive revenue growth and client satisfaction.
• Analytical mindset with the ability to interpret data, identify trends, and make data-driven recommendations.
• Strong problem-solving skills and the ability to thrive in a fast-paced, dynamic environment.
• Experience working with highly sensitive confidential information.

What We Offer:

• Competitive salary and equity
  • Remote first, with an office in NYC (HQ) as an option to work from
• For those not in the NYC area, we offer up to $500 monthly for renting a co-working or office space
• 100% employer paid medical
• 100% employer paid dental through Level with a $2,500 benefit allowance
• 100% employer paid vision through Level with a $600 benefit allowance
• 401(k)
• Generous additional fringe benefits offered through Level’s platform:
  • $150 monthly through our Wellbeing lifestyle spending account
  • $500 in New Hire Office Funds available in your first 90 days to assist with getting your remote workspace set up
  • $1,000 annually through Level’s Mental Health EAP
  • $3,000 annually in Education benefits (made available upon your 1 year anniversary) that can be used to continue professional education or be applied towards student loan payments
  • $4,000 lifetime balance through our Medical Travel EAP
  • $5,000 annually through our Gender Affirmation Fund
• Flexible paid time off: take the time you need when you need it!
• 10 days of paid sick leave per year
• Company paid STD, LTD and life insurance
• Voluntary life, legal and pet insurance
• 8-16 weeks of paid parental leave
• Quarterly company sponsored events
• The chance to work at a leading innovator and trailblazer in the world of benefits and payments!

This position has a minimum base salary of $110,000 and a midpoint base salary of $120,000. The base pay may vary depending on job-related knowledge, skills, and experience. In addition to a competitive base salary this position is also eligible for quarterly bonuses and equity awards.

Let’s face it, a company whose mission is human transformation better have some fresh thinking about the employer/employee relationship.

We do. We can’t cram it all in here, but you’ll start noticing it from the first interview.

Even our candidate experience is different. And when you get an offer from us (and accept it), you get way more than a paycheck. You get a personal BetterUp Coach, a development plan, a trained and coached manager, the most amazing team you’ve ever met (yes, each with their own personal BetterUp Coach), and most importantly, work that matters.

This makes for a remarkably focused and fulfilling work experience. Frankly, it’s not for everyone. But for people with fire in their belly, it’s a game-changing, career-defining, soul-lifting move.

Join us and we promise you the most intense and fulfilling years of your career, doing life-changing work in a fun, inventive, soulful culture.

If that sounds exciting—and the job description below feels like a fit—we really should start talking. 

What you’ll do:

Drive Account Strategy and Growth

• Develop account strategy in close conversation with customer executives and BetterUp leadership.
• Own expansion and renewal targets for named accounts.
• Develop new relationships in strategic accounts through prospecting, networking, and partnership with BetterUp marketing team.
• Lead commercial conversations with customers, ensuring end to end success of the contracting process.

Generate and Nurture Enduring Customer Relationships

• Navigate complex, matrixed organizations and identify champions internally.
• Consult and coach customers on Talent and HR strategy and demonstrate how BetterUp aligns to our customer’s business objectives.
• Serve as a primary point of contact to drive member engagement and demonstrable results.

Internal Relationship Building and Management

• Expert level internal cross-functional collaboration
• Work with the post-sales team, CSM, DM, to ensure optimal communications and alignment including collaboration on account strategy, account opportunities, politics, stakeholder identification, member utilization and adoption. Has the ability to keenly listen to the client and identify risks and opportunities with members and swiftly communicate to the BU account team
• Collaborate with the BU Product and Engineering teams; follow processes and procedures when it comes to client asks. Roadmap prioritization. On the inverse, work with products to get them the beta customers they need. 

If you have some or all of the following, please apply:

• Minimum of 10 years sales experience, with 5+ years of enterprise consultative selling
• Experience selling to CXOs at Fortune 500+
• Track record of over-achieving, consistently ranking in the top 10-20% of the company
• Experience personally leading and closing 6+ month, multi-buyer, $1M+ deals
• An unrelenting drive to learn, succeed and lead by example
• Prior experience selling into CHRO and Heads of L&D/Talent/Transformation work (ideal, not required)
• Exceptional executive presence (selling to CXO), compelling written and verbal communication
• High emotional intelligence (EQ) that drives empathy, strong influence, negotiation, and problem-solving
• Process-driven, meticulously organized and self-motivated
• Technical proficiency and specifically skilled using Salesforce to manage sales cycles
• Ability to adapt and iterate on your sales motion in a startup selling environment

Benefits:

At BetterUp, we are committed to living out our mission every day and that starts with providing benefits that allow our employees to care for themselves, support their families, and give back to their community. 

• Access to BetterUp coaching; one for you and one for a friend or family member 
• A competitive compensation plan with opportunity for advancement
• Flexible paid time off
• Per year: 
• All federal/statutory holidays observed
• 4 BetterUp Inner Work days (https://www.betterup.co/inner-work)
• 5 Volunteer Days to give back
• Learning and Development stipend
• Company wide Summer & Winter breaks 
• Year-round charitable contribution of your choice on behalf of BetterUp

We are dedicated to building diverse teams that fuel an authentic workplace and sense of belonging for each and every employee. We know applying for a job can be intimidating, please don’t hesitate to reach out — we encourage everyone interested in joining us to apply.

BetterUp Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, disability, genetics, gender, sexual orientation, age, marital status, veteran status. In addition to federal law requirements, BetterUp Inc. 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.

At BetterUp, we value your privacy. Your personal data will be processed in accordance with ourPrivacy Policy. If you have any questions about the privacy of your personal data or your rights with regards to your personal data, please reach out tosupport@betterup.co

#LI-Remote

What we want to accomplish and why we need you

Suki is creating a new category in the health-tech space: the digital assistant. Our product will be the voice user interface for healthcare. What does that mean? Currently, doctors use electronic health record systems to take notes on patient encounters. This is a digital version of the paper charts that you may have seen in your doctor’s office or on TV. These systems can be hard to navigate and time-consuming to manage. Doctors would rather spend that time with patients. We are creating the solution. Doctors that use Suki already spend over 70% less time on administrative tasks, and we’re striving to do even better. Come and join us! 

We are a user-driven company and are committed to making sure every pixel of our product is in service of the doctor. We’re a team of technologists, clinicians, and industry experts working together to push the limits on technology used in medicine. We’re confident enough to move fast and talented enough not to break things. Check out this short video to learn more about our mission and our culture.

What will you do everyday? 

Help lead the charge growing our Small and Medium Business Segment!  Suki is growing and physicians are excited to learn about our solutions!  Your main objectives will be to focus on responding to, identifying, and closing new business opportunities, growing and expanding our footprint within existing small to medium business accounts and onboarding these users.  

This goal entails:

• Building, cultivating and leveraging relationships in your targeted accounts to drive and uncover new business opportunities in your region 
• Cultivating existing relationships while establishing new ones with key clinical/IT stakeholders. 
• Identifying new Suki users within the SMB/Small Groups in collaboration with your colleagues in Customer Success
• Work closely with Marketing on campaigns to target new users within SMB/Small Groups accounts
• Maintain accurate account funnel and forecast in SFDC

As a member of the Customer Success team, your role is to also own and manage a portfolio of SMB/Small Group customers and drive the successful training and adoption of all segments of Suki users. You will be responsible for engaging with external parties such as customer teams, practice managers, and IT support teams to ensure Suki and users are set up for success. You will also be responsible for proactively identifying and driving the resolution of risks and issues that you encounter in the field, and for developing creative solutions that will best meet the needs of our customers. 

We’re looking for a detail-oriented and process-driven Customer Success Manager who will be responsible for ensuring our Group customers thrive with Suki’s products. The Customer Success Manager is responsible for cultivating and maintaining strong relationships within assigned accounts ensuring high levels of customer satisfaction and recognition of ROI, leading to strong renewals and growth opportunities. You will also translate your learnings from training users into periodic business reviews and engage with our customers on opportunities to expand usage and increase the value of our partnership. You will use metrics, regular interaction, and other attributes to maintain an accurate gauge of customer health, continuously working to improve/maintain a healthy state, measure the success of our deployments, and identify opportunities for deeper engagement. This individual will also take the lead in identifying and solving for customer barriers. They will be responsible for escalations and assuring a strong voice of the customer to internal Suki stakeholders

Ok, you're sold, but what are we looking for in the “perfect” candidate?

• Results-driven: results matter, winning matters.  You can achieve your goals with minimal supervision and processes.  You can quickly assess how to reach your objectives and who can help you get there.
• Executive presence and consultative approach: You exude confidence and integrity, have great listening skills, and can translate client’s needs and challenges into a strategy that aligns with them. 
• Customer Mindset: Manage your portfolio of customers and establish a role of trusted advisor, building relationships at all levels within the organization. Develop an understanding of Suki products and help customers adopt and leverage our products to meet their goals and business needs. 
• User-focused: You find joy in providing At-The-Elbow training to care providers on our products. You have an innate understanding of user behavior, and ensure users are receiving quality service.
• Adaptability: You thrive in a fast-moving organization that uses light-weight processes and cutting-edge technology to have a huge impact.
• High-Accountability: You can be counted on to consistently deliver high-quality work while representing your team in the field
• Strong strategic planning, problem-solving, critical thinking, decision-making and analytical skills
• Technical and clinical acumen necessary to carry meaningful conversations with IT and clinical folks
• User-centered: You are obsessed with the customer experience. You’re energized by talking to customers and you can’t wait to translate key consumer needs into business and product requirements. You have an innate understanding of user behavior.
• Data Driven: You use metrics to drive decision making.
• Self-starter: You are motivated by impossible challenges and energized by creating something new.
• Process Oriented: Our customer care process will constantly need to be iterated on to ensure our users have the best experience possible, and you’re excited about this.
• Adaptability:  You thrive in a fast-moving organization that uses light-weight processes and cutting-edge technology to have a huge impact. Believe that “what got you here, won’t get you there”.
• Rigor: You are detail oriented and hold others to a high standard.

Qualifications*

• 3-5+ years selling complex Healthcare IT SaaS to Healthcare Executives into small and medium-sized hospital systems, boutique clinics, and co-ops
• 3-5+ years of customer facing experience within healthcare SaaS (provider, PBM, Enterprise, or payer interface preferred)
• Experience leading through customer escalations, executive summaries, and presentations
• Demonstrated ability to develop strategies to convert competitive accounts  
• Strong track record of meeting/exceeding sales targets
• Exceptional communication, presentation, and conflict resolution skills
• Willingness to travel 25% approximately a week per month
• Technical understanding of cloud services, EMR integration and understanding of SaaS solutions
• Familiar and adept with using Salesforce
• Bachelor’s degree required

* We don’t necessarily expect to find a candidate that has done everything listed, but you should be able to make a credible case that you’ve done most of it and are ready for the challenge of adding some new things to your resume.

Tell me more about Suki

• On a roll: Named by Fast Company as one of the most innovative companies, named Google’s Partner of the Year for AI/ML, named by Forbes as one of the top 50 companies in AI .
• Great team: Founded, managed, and backed by successful tech veterans from Google and Apple and medical leaders from UCSF and Stanford. We have technologists and doctors working side-by-side to solve complex problems.
• Great investors: We’re backed by Venrock, First Round Capital, Flare Capital, March Capital , and others. With our $55M Series C financing, we have the resources to scale.
• Huge market: Disrupting a massive, growing $30+ billion market for transcription, dictation, and order-entry solutions. Our vision is to become the voice user interface for healthcare, relieving the administrative burden on doctors instead of adding to it.
• Great customers: Our solutions are used in health systems and clinics across the country, supporting clinicians across dozens of specialties.  Check out what one of our users says about how Suki has helped his practice.
• Impact: You’ll make an impact from day one. You’ll join a team working towards a shared purpose with a culture built upon deep empathy for doctors and passion for making their lives better. 

Suki is an Equal Opportunity Employer. We are dedicated to building a company that fosters inclusion and belonging and reflects the diverse communities we serve across the country. We know we are stronger this way, and we look forward to growing our team with these shared values.

 In compliance with the State of California Pay Transparency Law, the base salary range for this role is between $90,000 to 100,000 in CA.  This range is not inclusive of any annual variable targets, discretionary bonus or equity package. When determining a candidate’s compensation, we consider a number of factors including skillset, experience, job scope, and current market data.

Account Manager

Fastly is seeking our first Account Manager in the Nordics Region, joining our growing International Account Management team! We are hugely excited about this opportunity and we’re passionate about helping our Customers Succeed. 

You will drive high impact customer relationships, maintain account health and lead customer advocacy across Fastly’s Enterprise Customers in the Nordics, partnering with our Sales, Customer Support, Product and Technical teams. This is a great opportunity for someone with the skills, energy and confidence to work autonomously - and ultimately to define great Account Management in the region.

What You’ll do

• In partnership with your aligned Account Executive and Node, you’ll be responsible for growing Fastly revenue across your book of business
• You will drive your renewals to a successful close and generate interest and opportunities across Fastly’s product portfolio
• You’ll manage your activities, notes and account health data though Gainsight, utilize Salesforce for Opportunity Management and be armed with customer data and insights through tooling such as Looker 
• You’ll monitor customer relationships and account health, identify Executive sponsorship opportunities and will bring customers together when needed for workshops, roundtables or speaking engagements
• You will actively engage with customers both remotely and in person to understand their business and discover their requirements bringing in Subject Matter Experts as situations dictate
• You will be responsible for highlighting new Fastly initiatives, products and services to customers through Monthly and Quarterly Business Reviews 
• Collaborate with product, marketing and sales teams to provide feedback for ongoing customer support

What We’re Looking For

• A proven track record in a role focusing on customer relationship development and revenue growth
• A sense of curiosity to understand customer goals coupled with an ability to understand and align technical concepts with business values
• Strong project management skills, high detail orientation and exceptional organizational skills
• Thrives in a multitasking environment, with an ability to adjust priorities
• Independent, self-disciplined and possess strong verbal and written communications skills
• An engaging and well planned presenter
• Strong customer service values with a professional and friendly demeanor
• Reputation for integrity and dedicated work ethic with desire for ownership of process success
• Technical background highly valued
• Fluency in Swedish and English essential

We’ll be super impressed if you have: 

• Bachelor's degree or equivalent in a related field of study
• SAAS/PAAS/Cyber Security experience preferred

Work Hours: This position will require you to be available during core business hours. 

Work Location(s) & Travel Requirements:

This position is a remote role but openonlyto candidates currently residing within a commutable distance of Stockholm, Sweden

This position will require travel as required by your role or requested by your manager, across the Nordics, UK and the USA.

Benefits: 

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings? 

We offer a comprehensive benefits package designed to meet your needs. Our offerings may vary depending on the country where you work and are subject to change.