The role of a Relationship Manager entails managing relationships with high-value customer accounts, focusing on platform training, product adoption, and revenue growth within Open Exchange. Acting as the primary point of contact, the manager advocates for their accounts, fostering partnership champions and power users. They establish recurring touchpoints to nurture relationships, conduct virtual and in-person meetings, and collaborate with partners to develop a shared business development roadmap. Responsibilities also include project managing the roadmap internally, driving revenue growth through cross-selling, upselling, and renewals, and maintaining accurate account plans and CRM pipelines. Additionally, they liaise cross-functionally to address client challenges, ensure successful onboarding experiences for new products, and communicate partner needs internally.

Role Responsibilities

  • Own a book of high value, existing customer accounts, overseeing platform training, product adoption & revenue growth
  • Drive increased, cross-sell, upsell, and renewal revenue, along with future NPS scores, and customer reference ability
  • Serve as your accounts’ primary point of contact for all things Open Exchange; creating partnership champions and power users at your accounts
  • Set up recurring touch points with counterparts at your accounts to grow the relationship and give relevant partner updates
  • Attend and/or lead monthly and quarterly meetings virtually and 1-2 weeks in-person meetings annually for trade shows or partner visits
  • Collaborate with partners on a shared Business Development roadmap that meets their business needs and priorities; owning documentation, account plans, and timelines
  • Own CRM documentation and management in Hubspot
  • Provide client feedback to help develop product roadmaps internally at OX to deliver on the shared goals
  • Complete Account Plans for their accounts and keep them current as new products & services are evaluated and won
  • Partner cross-functionally to organize internal resources to solve client business challenges
  • Understand when to bring in Product Experts to assist in upsell opportunities
  • Maintain ongoing training as products progress or elevate out-of Go To Market incubation
  • Partnering with the growth team to ensure a successful implementation and onboarding experience for their accounts when expanding into new and existing products

Skills Needed:

  • 7+ years of experience in quote-carrying enterprise sales, business development, or a relevant role
  • 1+ years of experience in a fast-growth technology company
  • Have experience closing enterprise-sized deals of at least $40,000
  • Real Estate Industry Knowledge
  • CRM Management proficiency; Hubspot preferred
  • Proven track record in strategic account management; renewals, cross-selling & upselling
  • Strong critical thinking and problem-solving skills
  • Excellent communication skills; written and verbal
  • Exceptional Customer Service Orientation

Bonus Points if:

  • Proficiency in analyzing data and metrics to assess client performance
  • ROI tracking experience


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