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Company

Duarte, Inc. · 3 hours ago

Senior Account Manager

United States

Full-time

Remote

Senior Level

$83K/yr - $105K/yr

5+ years exp

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Responsibilities

Set the strategy for our partnership with your one client or portfolio of clients. You will align and inspire your project management and creative teams with that strategy.

Help your client stakeholders see, understand, and frame their communication challenges and recognize the value of solving those challenges.

Match those customer needs to appropriate Duarte solutions from across our company.

Present and fine-tune those solutions in partnership with our customers to close deals, in keeping with our business and team needs.

Provide relationship oversight and champion each project’s success, through completion.

Follow up with customers as they apply our solutions and evolve to their next new needs and challenges.

Determine Duarte’s strategy for maintaining transformational relationships with your client(s), with engagements that are ideal for our clients, our people, and our business.

Understand and be able to articulate Duarte’s business strategy, so you can ladder your strategy up to it.

Research, understand, and document your client(s)’ own business strategy and relevant communication needs, to inform your client strategy.

Document your client strategy and communicate it clearly to align and motivate your team and leadership. Lead internal quarterly business reviews (QBRs).

Map our relationships within each client; know who we know and who we should know – then ensure your client strategy includes concrete actions to nurture those relationships.

Maintain a twice-yearly 12-month forecast of your team’s revenue and the mix of project types/creative needs.

Actively listen to clients. Predict and tease out relevant needs. Execute proactive sales plays/account-based-marketing (ABM) campaigns, architect ideal solutions, and persuade clients to engage us as transformational partners.

Effectively match needs with appropriate Duarte value propositions and solutions, based on your deep knowledge of the Duarte Method and our team’s capabilities, as well as surrounding context. Be an advisor and partner as you pitch and sell. Meet your forecasted revenue target.

Estimate projects accurately. Write compelling, clear, and factually correct proposals and statements of work (SOWs). Collaborate with your team’s Project Management personnel to ensure SOWs have feasible timing, resourcing requirements, and deliverables.

Manage contracts and negotiations, working with legal and VP of Operations to ensure we mitigate our risk and protect our business. Understand your client(s)’ MSA and the implications of its terms.

Maintain accurate and timely data about client relationships in Salesforce; use resulting insights to fuel strategic planning.

Understand and monitor your team’s monthly P&L for performance to revenue and profitability targets. Understand what factors you can and can’t control, and make daily decisions that lead to target P&L performance.

Live Duarte’s values (BLIS) in daily decisions. Balance team well-being, client delight, and financial objectives. Monitor your team’s workload and billability.

See patterns and connect dots; identify IP opportunities that Duarte can use to solve customer needs across all our services and products.

Lead and contribute to internal task forces that advance our business, team health, and operations efficiency.

Contribute your energy and strengths to functional team meetings and trainings, as well as to Duarte’s internal culture-building events.

Oversee the creative production process for large-scale events, ensuring all elements align with the client’s vision and objectives.

Collaborate with event producers to execute on-site production of event visuals.

Develop and manage event budgets, timelines, and production schedules.

Coordinate with creative teams to produce event materials, such as presentations, videos, and interactive experiences.

Ensure all creative deliverables meet quality standards and are delivered on time.

Troubleshoot and resolve any issues that arise during the event planning and execution phases.

Maintain strong relationships with event stakeholders, including clients, vendors, and internal teams.

Stay updated on industry trends and best practices in event production to continuously improve our processes and offerings.

Transfer project knowledge effectively to your team’s project management personnel. Ensure everyone on all sides begins each project aligned on deliverables, budget, timeline, and client objectives/expectations.

Be knowledgeable about projects in flight, and ready to help solve problems, escalate issues, wrangle clients, and re-scope projects as needed – prioritizing demands and operating with coolness under pressure. Engage in projects at key milestones and moments, to promote the deep, transformational relationships your strategy requires.

In our organization structure, our SAMs serve as project managers for roughly 15% to 20% of their time. (They do this, for example, when there are more concurrent client projects running at a time than the team’s PM can manage alone; when the team is down a PM due to attrition or onboarding or being on loan to another team, and so on.) Therefore, it’s important our SAMs can reliably complete the detail-oriented, thorough work of a project manager. This will include tasks such as:

Scheduling and facilitating client meetings

Documenting and communicating clear next steps, actions, tasks

Monitoring project progress to timeline and budget, managing shifts as they occur, and ensuring all team members are aligned on expectations, risks, etc.

More detailed PM duties will be shared in the interview process.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Client Relationship ManagementSales StrategyProject ManagementP&L ManagementSalesforceProposal WritingEvent ProductionMicrosoft Office SuiteOpenAirNetsuiteMicrosoft PlannerMicrosoft TeamsZoomGoogle Workplace

Required

5+ years’ experience in managing client relationships and client success, and in selling services to meet forecasted targets of $2M+ annually.

Track record of nurturing long-term client or stakeholder relationships.

Experience with matching customer needs to appropriate solutions and value propositions, architecting solutions, and writing compelling pitches and proposals.

Experience with aligning and inspiring project team members on both the agency and client (or team and internal customer) sides.

Experience and comfort with customer relationship management software such as Salesforce for data capture, planning, analysis, and reporting.

Experience and comfort using the Microsoft Office suite of software and collaboration tools such as OpenAir, Netsuite, Microsoft Planner, Microsoft Teams, Zoom, and Google Workplace.