Account Manager (w/m/d/x)

Your Role

As Account Manager (w/m/d/x), you will be responsible for the strategic development of our existing customers in the insurance market. Your focus lies on long-term partnerships, high customer satisfaction, and expanding existing customer relationships through upselling, cross-selling, and contract renewals (Farming).

What You Can Expect

You will act as a central point of contact at management level and ensure that our customers derive the maximum benefit from the EMIL Insurance Suite.

1. Strategic Account Management

• BUILDING AND MAINTAIN LONG-TERM RELATIONSHIPS WITH DECISION-MAKERS AT C-LEVEL AND DEPARTMENTAL LEVEL
• STRATEGICALLY DEVELOPING YOUR ACCOUNTS WITH A FOCUS ON SHARE OF WALLET
• POSITIONING EMIL AS A LONG-TERM TECHNOLOGY PARTNER FOR THE DIGITAL TRANSFORMATION OF INSURERS
• REGULAR EXECUTIVE MEETINGS, BUSINESS REVIEWS, AND ALIGNMENT OF THE COMMON ROADMAP

1. CUSTOMER DEVELOPMENT & EXPANSION

• IDENTIFYING UPSELLING AND CROSS-SELLING POTENTIALS WITHIN EXISTING CUSTOMERS
• DEVELOPING EXTENSION SCENARIOS (E.G. NEW MODULES, SECTORS, OR COUNTRIES)
• CLOSE COLLABORATION WITH SALES, PRODUCT, AND CUSTOMER DELIVERY IN DEVELOPING GROWTH OPPORTUNITIES
• STRUCTURED PLANNING AND STEERING OF EXPANSION PROJECTS

1. RETENTION & RENEWAL MANAGEMENT

• PROACTIVE PLANNING AND STEERING OF CONTRACT RENEWALS
• ENSURING HIGH CUSTOMER SATISFACTION AND LONG-TERM PARTNERSHIPS
• EARLY DETECTION OF RISKS (E.G. DECLINING USAGE, PROJECT PROBLEMS, STAKEHOLDER CHANGES)
• DEVELOPING AND IMPLEMENTING SUITABLE MEASURES TO PREVENT CHURN

1. STAKEHOLDER AND PROJECT SUPPORT

• SUPPORTING OUR CUSTOMERS DURING THE IMPLEMENTATION AND OPERATION OF THE EMIL PLATFORM
• COORDINATION BETWEEN CUSTOMER, DELIVERY, SUPPORT, AND PRODUCT MANAGEMENT
• ESCALATIONS MANAGEMENT FOR CRITICAL ISSUES
• ENSURING CLEAR COMMUNICATION AND EXPECTATION MANAGEMENT

1. CUSTOMER ADVOCACY & MARKET FEEDBACK

• DEVELOPING REFERENCE CUSTOMERS, CASE STUDIES, AND SUCCESS STORIES
• SUPPORTING MARKETING AND SALES AT EVENTS, REFERENCES, AND INDUSTRY POSITIONING
• SYSTEMATIC FEEDBACK FROM CUSTOMER FEEDBACK TO PRODUCT MANAGEMENT AND GO-TO-MARKET

What You Bring

• MINIMUM 7–10 YEARS OF EXPERIENCE IN ACCOUNT MANAGEMENT OR ENTERPRISE SALES IN THE SOFTWARE OR IT SECTOR
• EXPERIENCE IN SERVING COMPLEX ENTERPRISE CUSTOMERS, IDEALLY IN THE INSURANCE SECTOR
• Demonstrable SUCCESS IN EXPANDING EXISTING CUSTOMER RELATIONSHIPS (UPSSELLING / CROSS-SELLING / RENEWALS)
• STRONG UNDERSTANDING OF IT ARCHITECTURES, SaaS MODELS, AND DIGITAL TRANSFORMATION PROJECTS
• AABILITY TO BUILD RELATIONSHIPS WITH DECISION-MAKERS AT C-LEVEL AND DEPARTMENTAL LEVEL
• EXPERIENCE IN MANAGING COMPLEX STAKEHOLDER STRUCTURES AND TRANSFORMATION PROJECTS
• STRUCTURED, SELF-DIRECTED WORK STYLE AND HIGH CUSTOMER ORIENTATION
• VERY GOOD COMMUNICATION AND PRESENTATION SKILLS AT THE MANAGEMENT LEVEL
• German on a native level, very good English in speech and writing

What We Offer

• A ATTRACTIVE SALARY PACKAGE THAT ORIENTS ITSELF TO YOUR EXPERIENCE, QUALIFICATIONS, AND RESPONSIBILITIES
• A REMOTE-FRIENDLY WORK MODEL WITH OCCASIONAL TRAVEL TO OUR BERLIN OFFICE.
• 30 DAYS OF VACATION TIME, PLUS WE GIVE YOU HALF A DAY FREE ON DECEMBER 24TH AND 31ST
• A PERSONAL DEVELOPMENT BUDGET OF AT LEAST €500, WHICH WE WILL INVEST TOGETHER IN YOUR FURTHER DEVELOPMENT
• OPPORTUNITIES FOR INTERNAL PROFESSIONAL DEVELOPMENT DUE TO A FIXED ROLE-DEVELOPMENT MODEL, FIXED FEEDBACK CYCLES, AND PERFORMANCE REVIEWS.
• A COMPANY-SUBSIDIZED MEMBERSHIP TO THE URBAN SPORTS CLUB TO SUPPORT YOUR WORK-LIFE BALANCE
• A STRONGLY SUBSIDIZED OCCUPATIONAL PENSION PLAN, WITH WHICH WE WILL OPTIMIZE FOR YOUR FUTURE TOGETHER
• A VSOP PROGRAM, WITH WHICH YOU AS AN EMPLOYEE WILL ALSO PROFIT FROM THE COMPANY'S SUCCESS
• WE OFFER YOU MODERN HARDWARE, WHETHER WINDOWS OR iOS, YOU DECIDE YOURSELF
• WEEKLY COMPANY LUNCHES AND A FULLY STOCKED SNACK BAR ARE AVAILABLE FOR SMALL HUNGER BREAKS IN BETWEEN
• AS PART OF A DYNAMIC AND MOTIVATED TEAM OF EXPERTS, YOU WILL BENEFIT DIRECTLY FROM THE KNOWLEDGE OF YOUR COLLEAGUES, AS TEAM SPIRIT AND MUTUAL SUPPORT ARE AN ESSENTIAL PART OF OUR CULTURE