Key Account Manager, ShopperTrak

Account Manager - ShopperTrak

Key Responsibilities

Customer Relationship Management

• Develop and maintain strong relationships with existing Tier 1 / Tier 2 Retail clients, ensuring high levels of customer satisfaction, retention, and business growth.

• Act as a trusted advisor to customers, understanding their business challenges and providing tailored solutions that deliver measurable value.

• Manage all commercial and operational requirements of assigned customers, ensuring effective support throughout the customer lifecycle.

• Work proactively to resolve customer issues, coordinate internal resources, and maintain strong executive-level engagement.

• Drive opportunities to timely closure, ensuring Purchase Orders (POs) are secured within agreed customer timelines and company expectations.

New Business Development

• Identify, qualify, and pursue new logo opportunities within targeted market segments, driving demand generation and revenue growth.

• Develop and execute account penetration and prospecting strategies to expand the customer base.

• Qualify and prioritize major opportunities, ensuring alignment with overall sales strategy and regional objectives.

• Build and maintain a healthy sales pipeline capable of delivering sustainable revenue growth.

• Collaborate with channel partners to identify and develop new customer opportunities across key vertical markets.

Channel Management

• Recruit, enable, develop, and manage channel partners to maximize market coverage and revenue generation.

• Support partners throughout the sales cycle, including opportunity identification, customer engagement, solution positioning, and commercial negotiations.

• Develop and execute joint business plans with channel partners to increase pipeline generation and market penetration.

• Implement core channel programs, tools, and incentive initiatives that drive positive partner performance while minimizing channel conflict.

• Provide sales mentorship, training, and ongoing support to channel partners to ensure successful execution of sales strategies.

Global Account Coordination & Internal Liaison

• Act as the primary liaison between Global Account teams, customers in Japan, channel partners, and internal stakeholders to ensure alignment of business priorities and customer expectations.

• Support the execution of global account strategies within Japan, partnering closely with regional and global leadership teams.

• Coordinate local customer activities and provide market insights that contribute to global account planning and growth initiatives.

• Facilitate effective communication between customers, global account teams, solution architects, service delivery teams, operations, and leadership stakeholders.

• Ensure customer and market requirements from Japan are accurately represented within regional and global business discussions.

Sales Strategy & Execution

• Collaborate with cross-functional teams including Marketing, Solution Architects, Professional Services, Customer Success, and Service Delivery to create compelling value propositions and sales strategies.

• Lead the sales closure process and ensure compliance with ShopperTrak Analytics sales methodologies, policies, and practices.

• Develop strategic account plans and business growth initiatives for key customers and prospects.

• Drive execution of both direct and indirect sales strategies to maximize territory performance and revenue achievement.

• Identify emerging market opportunities, competitive threats, and industry trends to support business planning.

CRM Excellence & Forecast Management

• Maintain accurate and current opportunity management within Salesforce.

• Ensure all opportunities are properly qualified, updated, and advanced through the appropriate sales stages according to established sales processes.

• Keep account records, pipeline information, account plans, forecasts, and customer data updated and reflective of current business conditions.

• Deliver accurate monthly, quarterly, and annual forecasts, including pipeline reviews, outlook assessments, and risk evaluations.

• Support business planning activities through disciplined forecasting and pipeline management practices.

Performance Monitoring & Reporting

• Monitor key performance indicators (KPIs) and provide regular updates to senior leadership regarding sales performance, pipeline status, forecast accuracy, and market developments.

• Prepare and deliver monthly business reviews, account plans, forecast updates, and strategic growth presentations.

• Represent Japan during regional sales calls and business reviews.

• Provide clear visibility into forecast performance, market opportunities, emerging risks, and customer developments.

• Maintain accountability for achieving assigned sales targets, growth objectives, and performance metrics.

Cross-Functional Collaboration & Operational Excellence

• Partner closely with Sales Operations, Customer Success, Customer Service, Supply Chain, Finance, Professional Services, and Service Delivery teams to ensure seamless business execution.

• Facilitate smooth operational processes from opportunity creation through order management, delivery, invoicing, and project completion.

• Coordinate internal resources to support customer requirements and ensure successful execution of commitments.

• Promote effective communication across all stakeholders to achieve operational excellence and customer satisfaction.

• Drive continuous improvements in internal processes, forecasting discipline, and customer engagement practices.

Requirements / Qualifications

Education & Experience

• Bachelor’s degree in Business Administration, Marketing, Engineering, Information Technology, or a related field.

• Minimum 3-5 years of successful sales, account management, business development, or channel management experience within retail technology, security solutions, SaaS, enterprise software, or related industries.

• Proven track record of achieving and exceeding sales quotas, revenue targets, and strategic business objectives.

• Experience managing strategic enterprise accounts and complex sales cycles.

• Previous experience working with channel partners, distributors, system integrators, or technology alliances is highly desirable.

• Experience supporting multinational customers and coordinating with regional and global stakeholders is preferred.

Knowledge & Skills

• Strong consultative selling, negotiation, and relationship management skills.

• Proven ability to identify customer needs and develop value-based business solutions.

• Strong business development and prospecting capabilities, with a demonstrated ability to generate new opportunities and drive sustainable pipeline growth.

• Strong commercial acumen with experience managing contracts, pricing discussions, and commercial negotiations.

• Solid understanding of sales forecasting, pipeline management, and CRM best practices.

• Experience using Salesforce or equivalent CRM platforms.

• Strong analytical, presentation, and problem-solving skills.

• Demonstrated ability to effectively navigate and influence stakeholders across multiple organizational levels, including operational teams, senior management, and executive leadership, both internally and externally.

• Proven ability to operate successfully within complex matrix organizations and global business environments.

• Strong executive presence and ability to engage effectively with C-level customer executives and senior internal leadership.

• Ability to manage multiple priorities and work effectively in a fast-paced environment.

Communication & Collaboration

• Fluent business-level English and Japanese, both written and spoken.

• Excellent communication, presentation, negotiation, and interpersonal skills.

• Strong collaboration skills with a demonstrated ability to work effectively across Sales, Marke