• Build and maintain strong relationships with assigned strategic accounts through regular customer engagement and account management activities. • Serve as a trusted advisor by understanding customer challenges and identifying solutions that align with their business needs. • Drive Account retention through assisting customers in delivering on their internal initiatives and desired business outcomes. • Identify and execute cross-sell and upsell opportunities to increase account revenue. • Establish customer-specific success goals and ensure successful onboarding experiences. • Monitor account health, customer engagement, and product adoption to ensure fast time-to-value and long-term satisfaction. • Resolve customer issues and collaborate with internal teams to deliver exceptional customer support. • Create compelling presentations and leverage data analysis to communicate value and recommendations to customers.

Role Description The Strategic Account Manager is responsible for managing and growing a portfolio of mid-market accounts, ensuring long-term account stability and fostering strong relationships with senior decision-makers. This role will involve a heavy focus on engagement with key stakeholders, driving account expansion through strategic solutions, and expertly negotiating contracts to achieve mutually beneficial outcomes. You will work closely with both clients and internal teams to deliver measurable value and drive continued growth. Key Responsibilities: - Manage and Strengthen Accounts: Take ownership of a portfolio of mid-market accounts, ensuring the stability of existing relationships. Actively monitor account health and identify potential risks or opportunities for growth to maintain long-term client satisfaction and retention. - Engage Senior Stakeholders: Build and nurture strong relationships with senior decision-makers and key stakeholders across your client accounts. Engage in regular strategic discussions to understand their evolving needs, business goals, and pain points to position solutions that drive long-term value. - Contract Negotiation & Renewal: Lead the negotiation process for renewals, ensuring favorable terms for both clients and the company. Manage contract renewals with a focus on creating value for the client, addressing any changes in business needs, and aligning terms with the client’s evolving objectives. - Identify Growth Opportunities: Proactively identify upsell and cross-sell opportunities within existing accounts. Leverage a deep understanding of client goals and needs to present tailored solutions that drive both client satisfaction and account growth. - Collaboration with Internal Teams: Partner closely with internal teams, including sales, technical services, and support, to ensure seamless execution of solutions and drive client success. Work collaboratively to address client concerns, optimize solutions, and ensure the timely delivery of services. - Client Strategy Development: Develop and execute strategic account plans, ensuring alignment with client goals and company objectives. Focus on creating sustainable growth by introducing new solutions that align with client business strategies. - Monitor Account Health and Metrics: Continuously track account performance and key metrics to ensure accounts remain on track for growth and stability. Use data to inform decisions, predict challenges, and drive proactive actions that contribute to client success and satisfaction. Qualifications - 5+ years of experience in Account Management, Customer Success, Sales, or Consulting, leading large enterprise customers. - Focus on platforms providing business value such as commerce, CRM, CDP, DXP, are a plus. - Strong understanding of account planning and leveraging an ecosystem, including partners, internal stakeholders, execs, and others to meet objectives. - Martech | Adtech | Search knowledge is a plus. - Subject matter expert in understanding the complex needs of IT and Marketing buyers. - Outstanding ability to use written and communication skills to demonstrate SaaS investment value/ROI. - Sales is an important component of this role. Must be a professional enterprise seller with a proven history of hitting and exceeding quota. - Knowledge and use of CRM and forecasting tools is required. Benefits - A great deal of freedom and trust with flexible working hours. - Virtual-first work environment with several Bloomreach Hubs available across three continents. - Company events to experience the global spirit of the company. - Encouragement and support for volunteering activities - 5 paid days off to volunteer. - People Development Program with personal development workshops. - $1,500 professional education budget on an annual basis. - Employee Assistance Program with counselors for non-work-related challenges. - Subscription to Calm - sleep and meditation app. - ‘DisConnect’ days for additional time off each quarter. - Extended parental leave up to 26 calendar weeks for Primary Caregivers. - Restricted Stock Units or Stock Options based on role, seniority, and location. - Participation in the company's performance bonus. - Employee referral bonus of up to $3,000. - Celebration of work anniversaries - Bloomversaries!

• Drive partner-sourced and influenced pipeline tied to quarterly and annual revenue goals. • Build, manage, and forecast a partner deal pipeline with strong visibility into opportunity stages. • Accelerate deals through co-selling, technical alignment, marketplace readiness, and issue resolution. • Build and execute strategic account plans for Tier 1 partners across GSIs/SIs, VARs, ISVs, and traditional tech providers. • Lead account mapping to identify joint targets with partner field teams and HiveMQ sellers. • Develop industry-aligned partner strategies for Automotive, Manufacturing, Energy, and other industrial verticals. • Onboard and enable new and existing partners on HiveMQ’s technology stack, use cases, and differentiators. • Prepare partners for co-selling (solution positioning, demos, certifications, competitive knowledge). • Deliver ongoing partner enablement, workshops, training modules, and readiness programs. • Drive in-field GTM activities, including co-selling, workshops, vertical campaigns, and joint prospect engagements. • Identify and execute co-marketing opportunities with strategic partners to drive awareness and lead generation. • Track and report sourced revenue, influenced revenue, partner pipeline, and activity metrics. • Maintain partner data and pipeline accuracy in Salesforce (SFDC). • Use Crossbeam for account mapping, overlap analysis, and ecosystem insights. • Participate in and help run partner QBRs and governance cadences.

As a Key Account Manager Pool (KAM Pool), you play a strategic role in scaling 360Learning’s customer growth and retention engine. You will join a team focused on maximizing renewal and upsell opportunities across a large portfolio of existing customers through automation, data-driven prioritization, and scalable account management strategies. You will manage a high-volume portfolio of customers ranging from 100 to 2,500 employees, with a focus on identifying growth opportunities, driving renewals, and increasing customer engagement at scale through automatization actions. At 360Learning, the KAM Pool role is a unique opportunity to also shape the overall KAM team. It combines account management, revenue generation, and operational excellence. Your mission is to build scalable motions that accelerate expansion opportunities while ensuring customers continue to realize value from the platform. Therefore, your successful automatization processes will also help shape globally the entire KAM team. As a transversal role, you will work closely with Client Success Partners, Revenue Operations, Marketing, and internal experts (digital pedagogy, platform structuring, IT) to deploy automated engagement strategies, optimize renewal processes, and generate upsell opportunities efficiently across your portfolio. We are eager to retain the best talent in our teams, and we encourage internal mobility after 2–3 years of continuous success to build fulfilling career paths. This role offers strong growth opportunities toward strategic account management, revenue operations, or large account ownership positions. Within 1 month, you will: - Become a Trello expert and get familiar with our product - Learn to navigate Convexity, our working environment - Meet the different teams at 360Learning - Understand our customer lifecycle and renewal processes Within 3 months, you will: - Take ownership of you 150+ clients portfolio of existing customers - Segment and prioritize accounts using scalable tiering strategies - Identify automation opportunities to drive renewals and upsells - Work closely with Client Success Partners to collect customer insights and engagement signals - Launch automated campaigns and structured outreach sequences - Prepare scalable account review frameworks to identify growth opportunities - Contribute to the generation of renewal and expansion pipeline across your portfolio - Conduct presentations and demonstrations of 360Learning when required Within 6 months, you will: - Optimize renewal and upsell workflows through process improvements and automation - Ensure accurate reporting and forecasting with your coach and Revenue teams - Analyze customer usage data to proactively identify expansion opportunities and churn risks - Build repeatable playbooks to improve portfolio performance at scale - Consistently contribute to ARR growth targets through scalable account management initiatives - Lead business negotiations for selected opportunities Within 12 months, you will: - Own and optimize the renewal strategy for your portfolio - Drive upsell generation through automated and data-driven engagement plans - Manage customer business relationships at scale while maintaining a high-quality customer experience - Continuously improve operational efficiency and account coverage models. - Become a key contributor to the company’s retention and expansion strategy - Exceed your targets and contribute to the evolution of scalable customer growth strategies at 360Learning. The Skill Set: - 2+ years of experience in an Account Manager, BDR or sales-related function (revenue generation with a portfolio of clients) - Previous experiences working in the SaaS industry - Experience in a fast-growing environment such as start-up / scale-up, which requires agility and responsiveness - Active listening skills and a team player mindset - Excellent written and verbal communication skills - Native French and fluent English (B2+) proficiency - Fluent English (US/UK) / B2 level or equivalent (FR) - Enthusiasm for our working environment explained here: https://bit.ly/Convexity360L What we offer: - Compensation: Package includes base salary, a variable component and equity 📈 - Benefits/Perks: Work From Home stipend, RTT, lunch vouchers, medical insurance, gym subscription, 1 month parental leave for the second parent. - Balance: Flexible hours, full remote work possible anywhere in France 🏠 - Diversity, Equity, and Inclusion: We have 6 active ERGs including Mental Health, Environmental/Sustainability, Women, Parents, LGBTQIA2S+, and Ethnic Diversity. Each group has at least one executive team member serving as a member of the group, bringing greater awareness to each group’s activities and providing a quick path to impact 🤝 - Corporate Social Responsibility: Review our CSR Charter: 360learning.com/blog/corporate-social-responsibility-charter 🌎🌏🌍 - Culture: A framework that will help you make an impact - envision our way of working and our Convexity Culture: https://bit.ly/Convexity360L & find out more about the teams, product and processes https://bit.ly/42H1ggC 🚀👩🏻‍💻🏆 The interview process: - Phone Screen with our Talent Acquisition Manager - Discovery Meeting with the KAM Mid FR Coach - Case Study with the KAM Mid FR Coach and our VP Mid Market - Clarification Meeting with a KAM Mid Market - Culture Fit Meeting with our Chief Revenue Officer - Ref Checks - Offer! Who We Are 360Learning enables companies to upskill from within by turning their experts into champions for employee, customer, and partner growth. With our LMS for collaborative learning, Learning & Development teams can accelerate upskilling with the help of internal experts instead of slow top-down training. 360Learning is the easiest way to onboard and upskill employees, train customer-facing teams, and enable customers and partners–all from one place. 360Learning powers the future of work at 1,700 organizations. Founded in 2013, 360Learning has raised $240 million with 400+ team members across North America and EMEA. Learning Includes Everyone. In concert with our culture, 360Learning believes learning includes everyone and that means embracing the strengths of diversity, connectedness, and inclusion. Through conscientious efforts, our global footprint celebrates cultures, perspectives, and experiences from all over the world to support our platform that is built for all regardless of race, ethnicity, gender identity or expression, sexual orientation, religion, age, neurodiversity, disability status, citizenship, veteran status or any other aspect which makes an individual unique or protected by laws and regulations in the locations where we operate. Thus, 360Learning is proud to be an equal opportunity workplace, and we commit to continue this throughout our processes for recruitment, compensation, benefits, performance, promotion, and all other conditions and terms of employment. We want to learn from and with you!