Strategic Account Manager - West Coast

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Strategic Account Growth and Relationship Management

• Develop and execute comprehensive account plans for key customers, focusing on growth objectives, removing barriers, and identifying tailored solutions to meet customer needs.
• Build and nurture deep relationships across customer organizations, including architecture teams, procurement departments, and executive stakeholders.
• Identify new opportunities and use cases to expand Matillion’s footprint, delivering incremental value through strategic alignment and consultative selling.
• Collaborate with technology, consulting, and service partners to enhance customer engagement and deliver joint value propositions.
• Drive internal alignment by partnering with Product and Engineering to secure resources, address challenges, and deliver superior outcomes for customers.

Operational Excellence

• Address objections effectively, navigating contractual negotiations to optimize results for both Matillion and the customer.
• Leverage and adhere to sales methodologies like MEDDPICC to ensure opportunity management, pipeline accuracy, and forecasting.
• Continuously learn and apply innovative sales techniques, fostering a learning culture within Matillion’s sales team.
• Build strong working relationships with all teams within Matillion;  Sales, Marketing,, Product, Partner

Partner Engagement and Enablement

• Foster strategic partnerships with technology and consulting partners to develop joint opportunities and amplify customer value.
• Empower partner teams to align with Matillion’s sales strategies, enabling collaborative seller-to-seller relationships.
• Deliver partner education on Matillion’s value proposition to enhance their ability to drive mutual growth and impact.

Technical/Role Specific Essential

• 10+ years of proven success in strategic sales, preferably in Data and Analytics, SaaS, or enterprise software environments.
• Demonstrated ability to meet and exceed $1M+ ARR quotas and manage accounts with seven-figure annual spend.
• Expertise in navigating complex accounts, identifying new workloads, and expanding customer value through strategic planning.
• Excellent multitasking capabilities to manage multiple priorities across various customers while focusing on high-impact opportunities.
• Strong negotiation and closing skills, with experience driving complex sales cycles to successful outcomes.
• Familiarity with sales methodologies such as MEDDPICC, Force Management, and Value Selling.
• Ability to lead the full customer lifecycle, ensuring seamless transitions from opportunity creation to implementation, expansion, and renewal.
• Experience managing large enterprise contracts and navigating RFP processes.
• Proven ability to mobilize internal teams—including technical, marketing, and executive leadership—to deliver customer success and meet sales targets.
• Startup and enterprise-level experience preferred, demonstrating adaptability to fast-paced environments.