Key Account Manager

Job Description

Job Description

Who We Are

Overhaul is a supply chain integrity solutions company that allows shippers to connect disparate sources of data into the first fully transparent situational analysis engine designed for the logistics industry. Data that is transformed into critical insights can instantly trigger corrective actions, impacting everything from temperature control to handling requirements or package-level tracking, ensuring cargo arrives at its destination safely, undamaged, and on time. We are a dynamic, innovative, and fun team who is highly committed to our customers’ experiences and our Mission and Vision.

 

The Role

As a Key Account Manager based in San Jose, you own a portfolio of Overhaul’s strategic enterprise accounts, accelerating growth by highlighting Overhaul’s Enterprise business solutions that greatly increase supply chain visibility, integrity, and security. Most of your accounts will be based in or near Silicon Valley, though your portfolio may also include accounts headquartered elsewhere. Through your expertise and understanding of each client’s needs, you outline uniquely beneficial combinations of our software and services solutions that deliver on customer and business goals while creating demand for the future.

You are enthusiastic about our service suite and inspiring clients to share in your enthusiasm while retaining current service and expanding future value from Overhaul’s suite of services. You have developed a keen ability for identifying roadblocks and overcoming obstacles to increase business and enhance the client experience. You flourish in a fast-paced environment and are energized by being on the ground with your accounts — this role involves regular on-site presence at client offices throughout the Bay Area, working in person with the teams you support.

Key Account Manager Responsibilities:

• Retain customer relationships, while growing the Overhaul service suite within the assigned customer base.
• Interacting with C-Level and VP-Level Executives, driving the digital transformation strategy for assigned account base.
• Maintain existing customer relationships and satisfaction, while gaining new customer contacts for Overhaul services. Create cross-department relationships and value in the customer base.
• Manage the pricing, negotiation, and execution of client contract renewals and expansion.
• While selling existing solutions, work within the business to advocate for solving additional customer challenges, resulting in revenue quota attainment.
• Working with operations, marketing, product, engineering, and data science departments to align future client needs with product and services roadmap.
• Coordinate and partner with Customer Success Management (CSM) team members for strategic business reviews with clients to guide vision and execution of expanded Overhaul services.
• Ability to navigate the customer and the business to reach revenue goals.
• Maintain a regular on-site presence for your Silicon Valley-based accounts — for example, splitting your week across one or more client offices in the Bay Area — while managing any accounts based outside the region remotely or through periodic travel, depending on account assignment.

About you:

• Demonstrable history of achieving company revenue goals and growth while enabling a long-term customer relationship
• Capable of thriving in fast-paced Start-Up environment
• 5+ years’ experience in enterprise revenue generating or account management role
• Previous management of Fortune 1000 accounts
• Based in or willing to relocate to the San Jose / Silicon Valley area, with the flexibility to work on-site at multiple client offices across the Bay Area each week
• Previous supply chain management, logistics, law enforcement, and/or cargo security experience
• Ability to travel regionally between client offices across the Bay Area, and further domestically or internationally as needed for accounts based outside the region.
• Strong written and verbal communication skills
  • This role will communicate within all paygrades at the customer base and within Overhaul. This is from dock worker to senior executive level.
• Financial comprehension for account(s) forecasting, pipeline creation and management, invoicing, etc.

• Excellent analytical and communication skills with strong business acumen and intuition 
• Self-motivated – possess a strong desire to be successful and self-directed
• Passion for fast-paced, high-growth and challenging environments 
• Experience navigating a complex, global customers across all departments: Logistics, Operations, Security, Cyber Security, etc.

Perks and Benefits 

• Top employee health and well-being benefits
• 401(k) Matching
• Caregiver/adoption/family leave
• Employee Assistance Program
• Self paced Development & Training program
• Rotating company ‘Perks at Work’ program
• Flexible PTO policy
• Business casual dress

Diversity and Inclusivity Statement 

Overhaul has always been, and always will be, committed to diversity and inclusion. Our Overhaul Culture Code’s top listed commitment is to “Diversity and Synergy.” All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law. We strongly encourage people from underrepresented groups to apply!