Account Manager

4 days ago

Balikpapan, Indonesia Hexagon Mining, Inc. Full time

**The Company**:
Our technologies are shaping the production and people-related ecosystems to become increasingly connected and autonomous — ensuring a scalable, sustainable future.

Hexagon’s Mining division solves surface and underground mine challenges with proven technologies for planning, operations, and safety.

**Purpose of Position**:
The Account Manager (AM) is responsible for the overall commercial success of their assigned customer accounts, ensuring existing recurring revenue is protected and new opportunities for revenue are identified and developed

**This is achieved through**:

- Nurturing existing relationships and develops new relationships to expand understanding of customer needs and aspirations
- Recognising business problems/opportunities and brokering solutions
- Leadership in customer service by advocating as the ‘voice of the customer’ into Hexagon, and the ‘voice of Hexagon’ to the customer

**Major Areas of Responsibility**:

- Develop & maintain new and existing relationships within an assigned portfolio of customer accounts.
- Maintain regular cadence with the customer for each deployed Hexagon solution, and alignment of future needs with Hexagon’s solution roadmaps.
- Identify new business opportunities for Hexagon within the account, and engagement of appropriate Business Development and other resources to mature and close the opportunity.
- Manage the generation and presentation of Support & Maintenance renewals and/or Subscription renewals to the customer, ensuring a commercial commitment is obtained from the customer.
- Coordinate and conduct regular reviews with the customer and Hexagon Service & Support (S&S) team. Agree and prioritise the most urgent items that will deliver the biggest positive impact for the customer.
- Work with customers to improve the value realised in the use of Hexagon solutions deployed, engaging regional Service & Support & Business Unit Customer Success personnel to bring best practice perspective to the client and facilitate positive change.
- Engage in marketing and industry events to positively represent the Hexagon brand and solutions.
- Develop & maintain accounts plans and revenue forecasts by account in the CRM for integration into the Regional Forecasts
- Maintain account information held in the CRM, ensuring all commercial aspects of an account are accurately documented.
- Monitor the profitability of Support & Maintenance Contracts to ensure the customer is being appropriately serviced. Developing strategies to balance support delivered to regional targets.

**Knowledge and Experience - Required**:

- Considerable experience in mining, software/engineering, technology, heavy machinery or related industry
- A track record of success in large & complex Account Management
- Tertiary qualifications in Business, Sales, Software Engineering or other relevant discipline
- Experience with Salesforce, Highspot and Korn Ferry desirable.

**Knowledge and Experience - Desired**:

- ** Customer Value Identification** - The AM elicits an understanding of customer concerns, ambitions, objectives and intent through engagement with the broadest set of customer stakeholders.
- ** Stakeholder Management & Relationship Development** - The AM actively cultivates new relationships with relevant customer personnel and nurtures existing relationships to elevate the Account Manager to being a trusted advisor to the client where possible.
- ** Negotiation** - The AM negotiates on behalf of Hexagon with the customer and on behalf of the client with Hexagon. The AM calls upon a Business Development Managers to develop and close complex opportunities or deals that may compromise the AM’s position as a trusted advisor.
- ** Opportunity Identification** - The AM applies their understanding of customer needs and aspirations to the Hexagon solution set to identify opportunities for the expansion of Hexagon solutions and services into the account, working with Business Development, regional Service & Support, and business unit Customer Success personnel
- ** Hexagon Coordination**- The AM coordinates regional, functional, and BU resources to improve the value of Hexagon to the customer.
- ** Issue Escalation** - The AM serves as a point of escalation of issues for the customer, articulating impact and ensuring appropriate responses from Hexagon.
- ** Communication** - Strong written, verbal, and presentation skills applied in person and online is essential.
- ** Initiative & Independence** - The AM is intrinsically motivated, possessing a high level of personal drive, capable of working independently and as part of a team.
- ** Prioritisation**- Account management is a profession that requires the judicious investment of time to progress competing priorities. Hexagon and our customers operate in a dynamic environment. Strong time and priority management plus a capacity to adapt and be agile is critical.

**Key Hexagon Interfaces**:

- ** Business Development Managers**

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