Salary: Base of $80,000 - $90,000

XI Technologies, a privately owned energy software and data firm in Calgary, is looking for a dynamic individual who wants to build a career upon the great relationships we have with our clients. Our ideal candidate is a customer-centric and detail-oriented sales professional knowledgeable about this region's ever-changing energy industry. This critical team player knows how to dig deep into research and relationships to be able to communicate with current clients in a way that sparks growth in product usage and uncovers new revenue opportunities.

Purpose
The primary responsibility of the Account Manager is to achieve XI's retention and sales targets by developing strong relationships with our clients, focusing on key business executives and decision-makers, to grow usage, gain insights, seek referrals, and uncover opportunities for new business.

How Do You Know This Role is for You?

• You enjoy and appreciate the power of relationships and can converse with a wide variety of industry professionals to understand market needs and trends.
• You have a natural curiosity and take that directly into our own product suite to study and research potential topics that could spark future usage and sales opportunities
• You're excited to help our Sales/Support/Marketing team brainstorm innovative strategies for client retention and assist with achieving quarterly goals.
• You are adept at asking probing questions to uncover client needs and explore deeper insights, and you can correlate those findings into relevant solutions within our products and services.
• Your attention to detail ensures meticulous client records within our various systems; you take pride in being organized and appreciating the importance of tracking every touch point within our customer relationship management (CRM) software.
• Your project management and organization are next level when it comes to planning and following up on monthly client activities, ensuring high engagement from our current customer base for XI's regular webinars, training and info sessions, new product releases, etc.
• You have previous experience performing sales-oriented outreach activities, gathering client feedback, and nurturing leads from the “inside-out” to fill our sales pipeline.
• Your exceptional communication skills, both written and verbal, build client trust and loyalty; you ask for feedback and referrals with ease, deliver on promises, and ensure timely responses to all client requests.
• You embrace technology as a tool for workflow. As a continuous learner, you seek ways to deepen your understanding of XI's products for a wide variety of clients' needs.
• You are outgoing and excited to meet new people and build relationships through both virtual and in-person client activities.
• Previous experience in the energy sector is not necessary but would help your learning curve with this role.
  

A Day in the Life

• Focus on achieving XI's client retention and add-on sales targets in alignment with corporate goals.
• Maintain a healthy renewal sales pipeline through tracking and communicating all client activities within our established renewal process; look for opportunities to improve this process through efficiencies and/or improved customer relations.
• Provide quality customer service from post-sale needs assessment to ongoing renewal-focused activity, coordinating with XI's support and training teams to ensure successful client onboarding, user growth, and complete customer satisfaction.
• Proactively promote and sell the full suite of XI's products/services as add-ons to existing client subscriptions; qualify, develop, and close renewal and up-sell opportunities to meet and exceed XI's quarterly and annual revenue targets.
• Develop substantial knowledge of all XI products, with a keen understanding of each product's value proposition to convey benefits to clients. Continually update knowledge and understanding of business needs of each client and proactively apply learnings to solutions.
• Solicit and follow up on testimonials and referrals from existing clients.
• Maintain accurate and thorough customer information within our database, including renewal dates, contracts, training, product usage, feedback, etc. Provide regular reporting of renewal pipeline and retention activities through XI's CRM system.
• Serve as liaison between clients and XI's support/training teams for ongoing client engagement.
• Keep abreast of competition, competitive issues, and products in the market.
• Attend relevant industry events as an XI representative to promote products and expand relationships.
• Participate in weekly sales meetings and take responsibility for your part in XI's continuous improvement initiatives.

Key Relationships (Internal & External)

• Act as a first point of contact and primary relationship-holder with our existing clients, who range from company Managers to Business Development specialists, Engineers, Senior Finance teams, and/or leaders of other operational groups.
• Lead XI's account services team: supervise junior account managers
• Work directly with XI's VP Business Development.
• Work collaboratively with XI's full Sales/Support/Marketing team toward collective goals and on shared account information. Collaborate with trainers, liaise with Quality Assurance team, and know how to guide technical support for clients.

Personal Leadership Qualities

• Able to create and maintain a positive image for the company through confidence and dedication to building strong customer relationships.
• Able to communicate effectively with people at all levels within an organization.
• Able to listen and effectively understand a situation, and respond with clarity, empathy, and professionalism.
• A positive “can do” attitude with a customer-first approach.
  

Skills & Experience Required

• Strong verbal, written, and interpersonal communication skills.
• Excellent presentation skills with ability to dynamically adapt to client's needs.
• Demonstrated sales and/or account management success.
• Proficiency with Microsoft 365®.
• Understanding of CRM and database basics.
• Project management experience and attention to detail.
• Strong math skills necessary in performing sales duties.
• Experience and/or understanding of the energy industry an asset.
• Post-secondary education (Bachelor's Degree) or equivalent.
  

What You Will Get

• A culture that understands there is work life and family life.
• Career growth and opportunities.
• Competitive salary plus bonus opportunities.