Account Manager

Role summary

This role takes full commercial ownership once a customer goes live. The Account Manager is responsible for long-term value, adoption, renewals, and expansion. They must navigate complex operational and technical environments in Offshore, keep stakeholders aligned, and systematically grow accounts over the years. This is not a support role. It is long-term commercial ownership with clear revenue responsibility.

Core responsibilities

• Own the commercial relationship after onboarding (primary point of contact)
• Develop multi-solution, multi-year account plans for regional accounts
• Identify upsell, cross-sell, and expansion paths early and tie them to business outcomes
• Manage renewals with predictable timelines. Escalate churn risks early with clear mitigation plans
• Lead QBRs and maintain alignment across operational, HSE, technical, and commercial stakeholders
• Coordinate internally with SE, PM, Delivery, and Product on roadmap, issues, and opportunities
• Maintain clean documentation and stakeholder mapping

Reporting line

CRO

Key competencies (must-have)

• Structured communicator: Builds trust gradually and sustains it over long cycles
• Strong at navigating complex, political organisations
• Thinks in multi-year account planning
• Spots expansion potential early and links it to operational/regulatory value
• Comfortable with commercial conversations, pricing, and negotiations
• Balances relationship depth with commercial accountability

Experience expectations

• 5–8 years in Account Management, Customer Success, or long-cycle commercial roles
• Experience in Offshore, Maritime, Energy, Environmental, or regulated industries
• Skilled at multi-stakeholder relationship management with operational/HSE/technical buyers
• Proven track record of renewals, expansion, and long‑term commercial ownership
• Comfortable handling renewals, pricing, and negotiation independently