Account Manager

Who We Are

Embross delivers market-leading passenger automation and self-service technologies to the global travel market. That last flight you jumped on, there is a good chance an Embross hardware or software solution helps facilitate part of your airport experience.The world’s leading airlines and airports use Embross’ range of service technologies to help make the passenger travel experience faster, simpler, and less stressful. For our partners, that translates to offering more flights, more often with more (happy) passengers on board.

So, what’s great about what we do? We get to work creatively with world-renowned airlines/airports and technology partners to solve service and operations challenges for the world’s busiest public transit spaces. If you value innovation, you like challenges, and if you have a proven history of success managing, nurturing, and growing client relationships, we should talk.

What You’ll Do

As an Account Manager, your role is to establish and manage relationships, ensure that both existing and potential customers within the assigned coverage area are aware of Embross’ services, collaborate with customer and company stakeholders’ alignment, maintain, and grow Embross’ footprint at both new and existing Embross accounts.

Key Responsibility Areas:

• Creating, maintaining, and executing a written Account Management Strategy. This will comprise specific revenue and profit targets to grow revenue from year to year at one’s assigned accounts.
• Keeping abreast of stakeholders at assigned accounts, identifying key roles, and nurturing advocates who can be an asset to Embross’ business at the account, putting in place plans to move challengers to advocates.
• Spending time with clients and prospective clients building relationships and understanding their needs and pain points identifying opportunities that align with Embross software, hardware, and solutions. Becoming a trusted advisor available to offer solutions to business needs and problems. Ensuring clients and prospective clients are familiar with relevant Embross service offerings. Identifying business opportunities for Embross.
• Spending time with clients and keeping abreast of Embross deliveries, both those that going well and those that can be improved, working with Embross delivery where improvement is warranted.
• Supporting the delivery team with knowledge of the customer and stakeholders, identifying potential roadblocks, assisting with the setup of meetings, and helping to work client issues.
• Celebrating successes and building strong Embross-customer relationships.
• Making presentations directly to clients. Preparing professional, written proposals of the highest quality.
• Drafting, and negotiating contracts with clients in a manner that secures the contract while setting Embross up for profitable and successful delivery and closing contracts.
• Supporting the delivery team with knowledge of the customer and stakeholders, identifying potential roadblocks, assisting with the setup of meetings, and helping to work client issues.
• Celebrating successes and building strong Embross-customer relationships.
• Logging and reporting sales opportunities to enable accurate sales forecasting. Ensuring that CRM contacts and opportunities are up to date.
• Identifying opportunities at assigned accounts that could benefit from Sales involvement (e.g., larger opportunity in an area of the business where Embross does not presently have a footprint).
• Making presentations directly to clients. Preparing professional, written proposals of the highest quality.
• Ensuring complete handoff of signed work to the delivery organization.

Required Experience

• Minimum 5 years of account management and/or sales experience within IT or software with demonstratable results.
• Experience in the aviation industry and passenger processing, will be an asset, interest in the aviation industry and passenger processing is required.

• Bachelor’s degree or higher.
• Relationship management skills, and proven experience building business relationships.
• Demonstrated ability to communicate how technology can be utilized to solve business challenges.
• Experience selling and/or delivering technical solutions, products, and services.
• Organized and efficient, independently motivated.
• Ability to manage both when things are going well, and when there are challenges.
• Persuasive communication skills and excellent speaking, listening, and writing ability.

Additional Skills and Abilities:

• Strong interpersonal skills: ability to work with diverse groups.
• Ability to demonstrate planning, organizing, and implementing skills.
• Must be able to work with a geographically disbursed team.
• Must be able to effectively handle stressful situations.
• Must be able to read and effectively interpret general business documentation.
• At times, work will be required outside of standard business hours to meet deadlines or attend business functions.

Travel Requirements

The Account manager is expected to spend considerable time meeting in person with their assigned accounts and possible accounts and should expect roughly 50% travel.

What We Offer

• World-class product engineering and development – You will join a team of leaders who are dedicated to creating innovative and impactful solutions for our clients and their customers.
• Career growth and development – As a build-from-within company, we are committed to offering you a competitive salary package with responsibilities and projects designed to build mastery and leadership throughout the course of your career.
• Dynamic and respectful work environment – Working alongside some of the brightest minds, you will collaborate on impactful work within a supportive environment – one where company values are always embraced and expressed, and diversity is a business imperative.

Benefits :

• Dental care
• Disability insurance
• Employee assistance program
• Extended health care
• Flexible schedule
• Life insurance
• Paid time off
• Profit sharing
• Vision care
• Work from home

• Bonus pay

Embross values diversity and people of all backgrounds and abilities. Should you require any accommodations before or during the interview process, please email careers@embross.com