Strategic Account Growth Manager

VALUE (价值观) - ACTION (A) Achiever: Drive consistent revenue performance, exceeding targets through disciplined execution, strong pipeline management, and high closing effectiveness. (C) Customer First: Prioritise customer business outcome (ROI, growth, risk reduction) — not just satisfaction — positioning solutions that directly impact client revenue and scalability. (T) Team Work: Collaborates cross-functionally (support, product, marketing) to accelerate deal closure and client success, not just internal harmony. (I) Integrity: Maintains trust through transparent commercial advice, ensuring long-term account value while closing responsibly. (O) Ownership: Takes full accountability for pipeline, deal progression, and revenue outcome. Never blames product, pricing, or market — always focuses on what can be controlled to win the deal. (N) Nurturing: Supporting and developing both clients and team members, Creating a positive and productive work environment and strong client relationships. ABILITY (能力) • Strategic Thinking: Develops account growth strategy aligned with client business goals, identifying expansion, upsell, and long-term revenue opportunities. • Relationship Building: Builds commercially strong relationships with decision-makers, influencing stakeholders to drive faster and higher-value deal closure. • Negotiation Skills: Executes negotiations focused on value, not price, protecting margin while securing commitment and long-term partnership. • Problem-Solving: Solves client challenges with a business-first mindset, linking solutions directly to measurable outcomes (revenue, cost, efficiency). • Analytical Skills: Uses data (pipeline, conversion rate, deal velocity) to drive decisions, prioritise opportunities, and improve win rate. • Customer-Centric Approach: Understands client needs and aligns solutions to business priorities, not just technical requirements. • Adaptability: Ability to prioritize and address the needs and concerns of clients • Closing Intelligence: Understands buying signals and applies the right closing strategy: - Assumptive close - Urgency framing - Risk reversal • Execution Discipline: Maintains strict discipline in: - BANT qualification - Follow-up cadence - CRM hygiene • Resilience & Mental Toughness: Handles rejection, pressure, and competition with emotional control, maintaining performance consistency without drop in execution. WORKING ATTITUDE (工作态度) • Revenue Ownership Mindset（业绩责任感） i) Owns revenue target completely — no excuses ii) Tracks progress daily — not end of month iii) Always asks: “What must I do today to close more deals?” iv) If target is missed → identifies controllable gap immediately and fixes it • Urgency & Speed（执行速度） i) Responds to leads, clients, follow-ups same day or faster ii) Pushes every deal forward — no waiting iii) Bias toward action — not discussion 👉 Goal: " Slow response = lost revenue " • Discipline & Consistency（执行纪律） i) Executes daily non-negotiables: - Outreach - Follow-ups - CRM updates ii) Maintains execution even when: - No mood - Facing rejection 👉 Goal: " Consistency wins deals — not motivation " • Pipeline Control Mindset（管道掌控） i) Maintains pipeline at minimum 3–5x target ii) Moves deals actively — never passive iii) Knows exact status of every deal at any time 👉 Goal: " If pipeline is weak → future revenue is already lost " • Proactiveness（主动性） i) Does not wait for: - Leads - Instructions - Opportunities ii) Creates opportunities via: - Outreach - Upsell - Referrals 👉 Goal: " Top performers create pipeline — they don’t wait for it " • Learning & Improvement（持续成长） i) Reviews every lost deal and identifies the exact failure point: - Why we lost - Where the process broke - What should have been done differently ii) Systematically improves: - Pitch clarity (make value obvious) - Objection handling (remove friction early) - Closing strategy (drive decision faster) 👉 Goal: " Turn every loss into higher future win rate " • Accountability Under Pressure（抗压责任） i) Performs consistently under: - Revenue target pressure - Month-end closing urgency ii) Maintains execution standard: - No drop in follow-up - No delay in deal progression iii) Operates with mindset:“Pressure is part of the job — performance must remain constant.” • Commercial Drive（商业驱动力） i) Always scanning account for revenue opportunities: - Upsell (increase value per client) - Cross-sell (expand product adoption) - Expansion (grow account size over time) ii) Does not wait for opportunity — creates it 👉 Goal: “How do I maximise revenue from every account?” Job Description The Strategic Account Growth Manager is the single point of ownership for cross-sell revenue growth across the existing client base. They identify which accounts are ready for which additional Exabytes service (Lark AI add-ons, Managed AI solution, security, and etc.), run the outreach motion across all tiers clients, and close/upsell — turning single-product customers into multi-product accounts. Job Scope: • Communicate with clients to identify new sales opportunities with solutions and services that can overcome customer's pain points. • Commitment to execute according to company's defined policy and SOP towards achieving all the KPI and targets. • Collaborate with solution architect and technical support team to ensure client satisfaction. • Foster strong relationships with key clients to ensure long-term relationships and business retention. • Drive new business acquisition by executing targeted farming (existing clients) and hunting (new prospects) sales strategies , focused on expanding the adoption of our Mid-size SME GROW Digital Services. • Focus on high-end and strategic clients to drive new sales growth and take proactive action to ensure customer satisfaction. • Analyze own sales performance and weaknesses to identify improvement opportunities. • Identify and implement process improvements for personal effectiveness enhancement Job Resp…