Strategic Account Manager (DevOps, SaaS)

Founded in 2016, Katalon is a global company providing a comprehensive quality management platform. Our platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.

Katalon serves over 100,000 users across 30,000 teams of all shapes and sizes, including Fortune Global 500 companies like PwC, KPMG, Abbott, and Standard Chartered. Our automation tool is recognized by prestigious review sites such as Gartner, Capterra, and IT Central Station.

As a Strategic Account Manager at Katalon, you will be responsible for expanding our customer base and driving revenue growth in the European region. You will identify and capitalize on expansion and upsell opportunities, create pricing proposals, negotiate terms, and act as a trusted advisor to our customers and peers. Additionally, you will develop account plans for enterprise accounts and build strong relationships with key stakeholders.

Requirements

• 15+ years of solution sales experience selling SaaS applications to enterprise organisations in the ASEAN region.
• Ability to operate in a highly ambiguous and fast-paced environment.
• Ability to land $100K+ average deal sizes in the top Fortune 500 companies in the territory
• Strong business acumen and understanding of enterprise software technical solutions, particularly selling in the DevOps space
• Excellent communication and presentation skills, with the ability to engage and influence executive-level stakeholders.
• Demonstrated ability to manage complex sales cycles and drive revenue growth within existing accounts.
• Strategic thinker with the ability to identify opportunities for value creation and develop tailored solutions to meet client needs.
• Results-oriented mindset with a focus on exceeding targets and delivering exceptional customer experiences.
• Collaborative team player with the ability to work effectively across departments and geographies in a fast-paced, dynamic environment.

Responsibilities:

Relationship Management:

• Serve as the primary point of contact for designated enterprise clients, building and maintaining strong, long-lasting relationships.
• Develop a deep understanding of each client's business objectives, organizational structure, and key stakeholders.
• Proactively engage with clients to understand their evolving needs and challenges, and identify opportunities for our solutions to add value.

Adoption and Retention:

• Drive adoption and usage of our SaaS products within client organizations, ensuring that they derive maximum value from their investment.
• Monitor client health metrics and proactively address any issues or concerns to prevent churn.
• Collaborate with internal teams, including Customer Success, Product Development, and Sales, to deliver solutions that meet the unique needs of enterprise clients.

Growth and Expansion:

• Identify, upsell and cross-sell opportunities within the client base, working closely with the Sales team to execute on expansion strategies.
• Partner with clients to develop strategic roadmaps for leveraging our products to achieve their business objectives, driving increased revenue and customer satisfaction.
• Negotiate contract renewals and expansions, ensuring favourable terms for both the client and the company.

Communication and Reporting:

• Provide regular updates to clients on product enhancements, new features, and industry trends that may impact their business.
• Prepare and deliver executive-level presentations and business reviews to demonstrate the value of our solutions and the impact on client success.
• Maintain accurate and up-to-date records of client interactions, opportunities, and forecasts in the CRM system.

Customer Advocacy:

• Serve as a customer advocate within the company, championing the needs and priorities of enterprise clients.
• Gather feedback from clients and communicate their insights and requirements to relevant stakeholders to drive product improvements and enhancements.
• Act as a trusted advisor to clients, providing strategic guidance and best practices to help them achieve their business goals.

Benefits

At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment.

But don’t just take our word for it. Take a better look below:

• Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses.
• Well-being & Work-life Balance: Staying healthy through comprehensive health plans, flexible work arrangements, and generous paid leaves.
• Statutory Compliance: Labor compliance with local regulations that ensure employee security.
• Work Facilities & Accommodation: Top-notch equipment, supportive allowances, and A-class facilities.
• Diversity, Equity, Engagement, & Inclusion: Becoming part of a global team that celebrates differences, equal opportunity, and meaningful employee recognition.
• Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.

Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.