Strategic Account Manager, APAC

About the Team Australia is the hub for the APAC region at Miro with 70 employees across the region based in Sydney, Melbourne and Singapore. This role is a Strategic (Large Enterprise) Account Executive role partnering with our strategic and key accounts in the region. The Strategic Accounts Team is at the forefront of Miro's growth strategy, partnering with the world's largest companies to drive innovation and transformation through visual collaboration. We're a high-energy, collaborative team focused on establishing Miro as a strategic platform within our customers' organisations and expanding our enterprise footprint. About the Role As an Strategic Account Manager, you will own the end-to-end relationship and strategic growth for a portfolio of Miro's accounts within the ANZ region. You will act as a trusted advisor, focusing on deeply understanding your customers' business challenges and objectives. Your goal is to drive significant value and innovation through Miro, fostering strong partnerships while identifying and executing on opportunities for both account expansion and new business growth within your assigned territory. What you’ll do * Develop and execute strategic account plans for assigned large enterprise customers, identifying key opportunities for both expansion and new business growth. * Build and maintain strong, long-term relationships with multiple stakeholders (including executives) across your accounts, acting as a trusted advisor. * Proactively identify and engage new teams, departments, or high-value use cases within existing accounts to expand Miro's footprint and value. * Lead complex sales cycles for both expansion and new business opportunities, from qualification and value articulation through to negotiation and close. * Partner closely with Customer Success Managers to ensure customer health, drive adoption of key use cases, and identify growth signals. * Master Miro's platform and solutions to effectively demonstrate value, inspire new ways of working, and address customer needs. * Develop Miro’s brand in state government through events and partnering with industry bodies * Drive strong business management through achieving quarterly and annual targets and maintaining an accurate forecast and pipeline What you’ll need * 8+ years of successful experience in a quota-carrying Account Management or Account Executive role within SaaS, managing and growing large, complex enterprise accounts. * Proven track record of consistently exceeding targets through both new business acquisition (within accounts or potentially net-new) and account expansion/growth. * Experience managing the full customer lifecycle, including navigating complex renewals and driving expansion opportunities (deals typically in the $50k-$150k+ ACV range). * Strong ability to build relationships and communicate value effectively with diverse stakeholders, including C-level/VP executives. * Excellent discovery, strategic account planning, and value selling skills. * Proficiency in applying a structured sales or account management methodology ie. MEDDPICC, Miller Heiman, Challenger * Collaborative mindset with proven experience working effectively with Customer Success, Sales Engineering, Marketing, and other internal teams. * Alignment with Miro's Mindsets (e.g., Drive, Curiosity, Empathy, Accountability) and a genuine passion for customer success. What's in it for you We want you to feel supported, connected, and ready to grow. Our global benefits package generally includes equity, a wellbeing benefit, a WFH equipment allowance, and an annual Learning & Development stipend. Join a diverse team where you can do your best work. Full benefits may differ per location. If you would like to learn more about location-specific benefits, please refer to our Global Miro benefits board. #LI-AN1

STRATEGIC ACCOUNT MANAGER (M/F) (London, UK) Founded in 2000, Ivalua is a leading global provider of cloud-based procurement solutions. COMPANY OVERVIEW At Ivalua we are a global community of exceptional professionals, who believe that digital transformation revolutionises supply chain sustainability and resiliency to unlock the power of supplier collaboration.  We achieve this through our leading cloud-based spend management platform that empowers hundreds of the world's most admired brands to effectively manage all categories of spend and all suppliers to increase profitability, improve ESG (environmental, social, and corporate governance) performance, lower risk, and improve productivity. Driven by our passions and fueled by our shared ambitions, we empower and challenge each other to create meaningful experiences for our colleagues, customers, partners, and communities.  Learn more at www.ivalua.com. Follow us on LinkedIn THE OPPORTUNITY CONTEXT:  Our Strategic Account Management team operates across EMEA, AMER, and APAC regions. The team plays a critical role in our sales department working with our strategic accounts focusing on up- and cross sales.  ROLE:  The Strategic Account Manager (SAM) is an integral part of Ivalua’s Sales organization. This person is responsible for deepening Ivalua’s relationship within our larger established customers and growing the footprint of our solutions within these organizations in the North EMEA region. This role carries an annual software subscription booking target.  WHAT YOU WILL DO WITH US * Establish Ivalua as a trusted advisor to key customers.  Consult in the design of customers’ digital transformation roadmap and advise on how Ivalua’s solutions can help provide the automation, transparency, and accountability in other areas of their business.  * Ensure optimal adoption of Ivalua’s solutions within our customers supporting delivery of greater ROI to the assigned strategic accounts.  * Work collaboratively with Customer Success, Professional Services, and Implementation partners to identify, develop value propositions/business cases in support of selling additional Ivalua software modules. * Identify internal champions and develop relationships at all levels within the customer’s organization. YOUR PROFILE If you have the below experience and strengths this role could be for you. Skills and Experience: * Experience in customer facing roles either as Consultant, a Strategic Account Manager or Services Delivery * Keen understanding and demonstrated experience in navigating large, complex organizations. * Knowledge of procurement industry practices, technology and what it takes to make technology implementations successful. * Possesses the ability to work collaboratively with internal teams and client teams. * Detail oriented and able to recognize the needs of others.  Possess the ability to be a listener and make people feel heard as well as the skills to be a mediator when necessary. * Strong executive presence with the ability to command the room and drive discussions towards positive outcomes. * Excellent communication skills in English is a must * Ideal background as a consultant, in delivery or a strategic account manager in the procurement digitalization space Preferred Education: * Bachelor’s degree or equivalent experience required WHAT HAPPENS NEXT If your application fits this specific position’s needs, our skilled Talent team will reach out to schedule an initial screening call. Get one step closer to achieving your goals – apply today!  Our Talent team will guide you through every step of the interview process - from preparation to completion. They're here to support you!  Our recruitment process is designed to assess your competencies through a series of personalised interviews with internal stakeholders relevant to the role.  Interviews will be conducted virtually via video or on-site with face-to-face meetings. LIFE AT IVALUA * Hybrid working model (3 days in the office per week) * We're a team dedicated to pushing the boundaries of product innovation and technology * Sustainable Growth, Privately Held * A stable and cash-flow positive Company since 10 years * Snacks and weekly lunches in the office * Feel empowered to pursue your goals with improved team collaboration and increased creativity/productivity * Unlock and unleash your full professional potential with our exceptional training and career development program * Join a dynamic and international team of top-notch professionals who are experts in their respective fields. Collaborate with like-minded individuals who are deeply passionate and highly motivated about their work. Experience a truly diverse and inclusive work environment where your unique contributions are highly valued * Regular social events, competitive outings, team running events, and musical activities, * Comparably recognized Ivalua for the following (https://www.comparably.com/companies/ivalua) : Powered by People - Powered by You! United by our values we embrace diversity and equity in the broadest possible sense to create an inclusive workplace. To help our customers make supply chains more efficient, sustainable and resilient, we rely on a global team with a variety of backgrounds, skills and views. We believe in equal opportunity and in diversity as a driver of innovation that cultivates a spirit of inclusiveness, creates a productive and fun place to work, and provides fulfilling career opportunities for all Ivaluans. https://www.linkedin.com/company/ivalua/about/ Experience life at Ivalua - check out our captivating video! Gain insight into our unique company culture and get a glimpse of what it's like to work with us. #LI-SG1 #LI-HYBRID #LI-DNI