As an SMB Account Manager, you will act as a trusted advisor to our clients, building a deep understanding of their needs, while developing long-term partnerships. You will identify opportunities for our clients to get the most out of Sumo Logic’s suite of products, skillfully collaborating with internal and external partners and stakeholders to drive usage, upsells, cross-sells, renewal opportunities, and customer success. We are looking for well-rounded strategic operators to help us build out our Expansion Sales team.  

Responsibilities

  • Own the post-sale engagement, growth, and success of a portfolio of Sumo Logic 
  • Ability to drive cross-sell opportunities for additional Sumo Logic products and features across long-term, consultative engagements
  • Develop and implement strategies for driving product adoption and client retention with a book of business
  • Experience managing projects with input from cross-functional teams and leaders at Sumo Logic 
  • Become a Subject Matter Expert (SME) in Sumo Logic’s product roadmap, basic integration types, and go-to-market strategies
  • Advocate for your clients internally by sharing client feedback, usage patterns, and insights with the Product and New Business sales teams to continuously improve the user experience 

Qualification and Skills

  • 1+ year of experience in a client-facing role.
  • Ability to understand complex ecosystems and build great relationships with technical and non-technical customers
  • Proven record of success in developing relationships, optimizing accounts, and working with technical products
  • Previous experience (or willingness to learn) about SaaS, Infrastructure, and observability and security use-cases
  • Proactively build relationships with customers to achieve loyalty
  • Skills for balancing customer experience and satisfaction with opportunity prioritization and upsells
  • Strong problem solving and analytical skills
  • Monitor and identify usage trends to uncover renewal risks and support greater adoption rates
  • Experienced in independently negotiating contract terms and overcoming pricing objections for up-sell/cross sell activities

Why You Should Apply:

  • Continuous career development and pathing opportunities
  • Sales training in MEDDIC and Command of the Message
  • Product training to develop an in-depth understanding of our product and space
  • Best in breed onboarding
  • Internal mentor and buddy program cross-departmentally
  • New hire stock equity (RSUs) and employee stock purchase plan
  • Generous and competitive benefits
  • Friendly and inclusive workplace culture

About Us:

Sumo Logic is the pioneer in continuous intelligence, a new category of software, which enables organizations of all sizes to address the data challenges and opportunities presented by digital transformation, modern applications, and cloud computing. The Sumo Logic Continuous Intelligence Platform™ automates the collection, ingestion, and analysis of application, infrastructure, security, and IoT data to derive actionable insights within seconds. More than 2,100 customers rely on Sumo Logic to build, run, and secure their modern applications and cloud infrastructures. Only Sumo Logic delivers its platform as a true, multi-tenant SaaS architecture, across multiple use-cases, enabling businesses to thrive in the Intelligence Economy.

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