Account Expansion Manager

1 week ago

Bhubaneshwar, Odisha, India Evolutionary Algorithms Full time US$ 90,000 - US$ 1,20,000 per year

Role Summary

The role focuses on driving revenue growth from existing customers by identifying opportunities to upsell add-on modules, advanced features, or complementary services. The person will collaborate with Product Managers , Business Analysts , and Customer Success Managers to understand customer needs, position solutions effectively, and close expansion deals.

Key Responsibilities

1. Customer Opportunity Identification

  • Analyze current customer usage data to identify upsell opportunities.
  • Monitor feature adoption trends to spot gaps and potential add-on sales.
  • Work closely with CSMs to identify accounts ready for expansion.

2. Solution Packaging & Product Marketing

  • Collaborate with PMs and BAs to understand new features and modules in depth.
  • Create value propositions, pitch decks, and ROI calculators for each upsell opportunity.
  • Develop targeted campaigns to promote add-on modules to specific customer segments.

3. Product Demonstrations

  • Conduct tailored product demos highlighting relevant modules or features.
  • Showcase tangible benefits and measurable ROI for the customers business.
  • Handle objections by aligning benefits with customer pain points.

4. Sales & Negotiation

  • Prepare proposals and pricing for upsell opportunities.
  • Negotiate contracts while ensuring alignment with company pricing policies.
  • Close deals and ensure smooth handover for implementation.

5. Cross-Functional Coordination

  • Work with PMs to prioritize feature feedback from upsell conversations.
  • Align with BAs on customer workflow mapping to position the right add-ons.
  • Coordinate with CSMs to ensure seamless onboarding of upsold features.

6. Reporting & Metrics

  • Track upsell conversion rates, revenue generated from existing customers, and demo-to-close ratios.
  • Provide regular performance reports to management.

Desired Skills & Qualifications

  • Experience: 35 years in SaaS upselling, account management, or solution sales.
  • Product Knowledge: Strong understanding of SaaS features, modules, and integrations.
  • Sales Skills: Consultative selling, objection handling, and closing techniques.
  • Soft Skills: Strong communication, presentation, and relationship-building skills.
  • Tools: CRM platforms (e.g., Salesforce, HubSpot), presentation tools, product demo platforms.

KPIs & Success Metrics

  • % Increase in revenue from existing accounts.
  • Number of successful upsell deals closed per quarter.
  • Average deal size of upsell transactions.
  • Feature adoption rate after upsell.
  • Customer satisfaction scores post-expansion.

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