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The Relationship Manager owns the commercial growth agenda for an assigned portfolio of accounts. This includes identifying white space, developing account specific growth hypotheses, building and progressing a qualified pipeline, securing renewals, driving win back, cross sell and up sell opportunities, and expanding relationships across relevant buying centers.
The Relationship Manager acts as the strategic owner of the account. The role is accountable for actively finding and creating growth opportunities, not only responding to existing demand. The Relationship Manager understands customer priorities, maps personas and buying centers, identifies unused potential across use cases, departments, countries and products, and translates this into focused account plans with clear next steps, owners and dates.
Key Responsibilities:
Act as a trusted advisor by building strong client relationships and understanding business priorities, risks and challenges.
Own and drive the growth agenda across the portfolio, including renewals, upsell, cross-sell, winback and new use cases.
Develop and execute structured account plans with clear goals, stakeholders and next steps.
Identify and convert white space opportunities into concrete growth initiatives.
Take end-to-end ownership of opportunities, from problem identification to deal closure.
Maintain and grow existing revenue by proactively managing churn risks and retention strategies.
Build and manage a qualified, forecastable pipeline aligned to quota targets.
Collaborate closely with subject matter experts and internal stakeholders while ensuring proactive communication of growth opportunities and account developments.
Essential Skills:
Years of relevant experience: 3 to 5 years
Proven experience in field sales or senior inside sales / relationship management.
Strong track record in closing deals, winning clients and achieving or exceeding quota.
Clear ownership mindset with accountability for driving growth.
Ability to analyze client environments and prioritize growth opportunities.
Strong account planning skills, including priorities, stakeholders, white space and next steps.
Solid deal qualification capabilities, including value, decision process, stakeholders and competition.
Ability to translate customer needs into business value and economic impact.
Excellent communication, stakeholder management and CRM / sales methodology skills, with fluency in German and English; French and/or Italian as a plus.