• Revenue & Quota Ownership: Achieve and exceed quarterly and annual sales targets through strategic planning and execution. • Strategic Account Leadership: Build and drive the global account plan for AT&T, aligning Snowflake resources and investments to AT&T, top business priorities. • Trusted Advisor: Engage senior executives and C-suite stakeholders by understanding AT&T's IT, data, and digital transformation roadmap, and position Snowflake as a key enabler of those initiatives. • AT&T's Creation & Expansion: Identify, qualify, and close new opportunities across AT&T's business units, regions, and subsidiaries to generate long-term, recurring revenue. • Executive Engagement: Lead high-level conversations with executives across technology, data, and business lines; deliver compelling business value and ROI messaging. • Team Orchestration: Collaborate cross-functionally with Snowflake teams—marketing, partner sales, value engineering, legal, product, and professional services—to deliver AT&T-specific solutions and ensure customer success. • Relationship Growth: Cultivate lasting relationships with decision-makers and influencers to ensure ongoing satisfaction and to expand Snowflake’s footprint across AT&T.

• Grow relationships with current German defense industry providers and understand their evolving security needs • Actively seek new defense industry provider clients • Foster strong connections with government agencies • Master Check Point's cybersecurity solutions for German defense sector challenges • Effectively handle forecasting, sales reporting, and alignment with the company's public sector strategy • Collaborate on cybersecurity events tailored to the defense sector's needs • Work with internal teams to ensure excellent service and successful implementations for public sector clients

• Proactively hunt and win new strategic logos, opening high-value enterprise relationships to drive net-new revenue growth. • Apply structured and disciplined prospecting methodologies to identify, qualify, and prioritize new target accounts. • Secure and lead initial executive-level meetings, demonstrating strong presence, credibility, and value articulation. • Navigate and overcome entry barriers through strategic thinking, persistence, and resilience. • Own early-stage deal progression with clear potential to develop into a consistent closer of new business opportunities.

Role Description PolyAI is searching for a US-Based Account Manager, reporting directly to the VP of Account Management to commercially manage and grow our growth-tier customer relationships across a wide variety of verticals. We want you to bring your great experience and skills to help us develop a scalable growth motion that encourages a customer can-do attitude through self-service, as well as building executive-level relationships, defining the account strategy, delivering solution-based sales modeling, and driving account retention and revenue growth. - Manage a book of up to 12 existing customer accounts, meeting & succeeding on goals centered around account retention and in-year growth. - Harness the power of business reviews and existing customer relationships specifically with our customers' champions and buyers to unearth new business opportunities within our valued clients. - Work alongside our solution consulting team to create bespoke / tailored demos to convert potential use cases into a reality. - Responsible for accurate forecasting and pipeline management within Gong and Salesforce. - Orchestrate the creation of ROI models ahead of customer renewal conversations to justify the overall business case and spend with us. - Lead on adoption efforts that encourage the customer to self-service within the PolyAI platform, Agent Studio; and take the lead in building 1toMany workshop activities that guide the customer through the product and all its features. - Make use of innovative strategies and commercial levers to ensure on-time, positive renewal outcomes within your account portfolio. - Voice of the customer internally within PolyAI, working alongside our Customer Success and Deployment teams to drive product usage and ongoing quality of the virtual agent. - Building relationships with key customer teams in business units, operations, technology, finance, and procurement. - Participate with PolyAI team members and leadership to provide thoughtful and insightful feedback on market conditions, product and solution performance, and brand acceptance. Qualifications - Minimum of 4-years experience in Account Management type positions owning renewals & expansions of existing customers. - Proven history in value-selling and fostering relationships at champion / decision maker level, including; executives, business, and technical leaders. - Sales experience with a call center operations background. - Previous AI experience within the space is nice to have. - Understand the importance of mapping out and calculating Return of Investment (ROI) models that support a business decision around cost savings, revenue generation, improved CX, and reduction in wait times. - Successful results meeting/exceeding sales goals, revenue expansion, new product adoption, and identifying new use cases across additional areas of the business. - Proven results that consistently meet and exceed annual retention targets and booking quota. - Experience selling solutions embracing SaaS, system and performance software, and innovative devices. - Ability to communicate analytical results a critical success factor for this role. - Understanding and clearly communicating the benefits of complex, technical solutions to early adopters and visionaries at executive and team levels. - Ability to understand and communicate about Artificial Intelligence (AI) a plus. Requirements - Self-starter, willing to balance multiple customer and internal priorities. - Energised to build out a scalable growth model within customer success. - Entrepreneurial spirit combined with a scrappy, competitive, and optimistic outlook. - Education - Bachelor’s Degree required. Masters and technical degree is a plus. Benefits - 💰 Participation in the company’s employee share options plan. - 🏥 100% of Single Cost (employee) and 70% of Dependent for medical, dental & vision. - 👪 Life Insurance. - ◻️ STD and LTD. - 💰 The opportunity to contribute to the company's 401k plan. - 🏝 Flexible PTO policy + 11 designated company holidays. - 📚 Annual learning and development allowance. - 🏡 We’re all about making WFH work for you - that’s why we offer a one-off WFH allowance when you join. Offering perks like noise-cancelling headphones or a comfortable desk chair to boost your comfort and focus! - 🧡 Enhanced parental leave. - 👨‍👩‍👧 Company-funded fertility and family-forming programmes. - 🌸 Menopause care programme with Maven.