About Agora

Agora is the global leader in real-time engagement, providing developers with simple, flexible, and powerful APIs to embed real-time conversational AI, voice, video, interactive live streaming, and chat into their applications and IoT devices. Headquartered in Santa Clara, CA, Agora is trusted by over 1,700 leading organizations across the globe to power best-in-class real-time experiences from social media and live shopping to education and telehealth.

About the role

• As a Key Account Managers (KAM) you are responsible for building and maintaining relationships with key customers to ensure the company's long-term success. KAMs develop a deep understanding of their clients' needs and act as a point of contact to strengthen the business relationship.  

What you'll do

• Relationship building:Developing deep, trusting relationships with key clients through consistent communication and engagement.  
• Needs analysis:Thoroughly understanding the unique needs and goals of each key account to tailor solutions accordingly.  
• Strategic planning:Creating customized account plans to identify opportunities for growth and maximize value for both parties.  
• Sales Project Management:Understand all aspects of complex sales cycles and help guide clients through their testing and decision-making process, identifying KPIs and success criteria, Target timelines, and aligning on path to close.  
• Contract negotiation:Negotiating favorable enterprise technology contract terms with key clients while ensuring mutual benefit.  
• Account management:Overseeing all aspects of the client relationship, including order processing, delivery, and post-sale support.  
• Internal collaboration:Coordinating with different internal teams (sales, marketing, customer service) to ensure seamless client experience.  
• Customer satisfaction:Proactively addressing client concerns and ensuring high levels of satisfaction to retain business.
• Revenue generation:Identifying new business opportunities within existing key accounts to drive revenue growth.  
• Data analysis:Utilizing data insights to understand client behavior and identify areas for improvement. 
• Market knowledge:Staying updated on industry trends and competitor activity to maintain a competitive edge.  

Qualifications

• Excellent communication skills
• Strong analytical abilities
• Strategic thinking and planning
• Negotiation expertise
• Leadership qualities
• Customer-centric approach
• Business acumen

Minimal Required Skills, Experience and Competencies:

• 8+ years of experience managing Mid-market or Enterprise accounts in technical sales and/or customer success organizations (or Sales Engineering, Support Engineer, Technical Account Management) dealing with all technical aspects of customer needs, providing support, best practices, advice and helping them reach commercial maturity.
• Proven track record for identifying and positioning up-sell and cross-sell product opportunities, to help increase value of the partnership and ensuring customers maximize all available products and services.
• Good communicator and relationship builder that can interface with business and technical stakeholders, as well with VP or C-level stakeholders.
• Ability to navigate complex organizations to accelerate product adoption, influence collaboration and evangelize opportunities for growth
• A high-energy, passionate, and enthusiastic attitude; desire and flexibility to work in a fast-paced, ever-changing start up environment.

Preferred Skills, Experience and Competencies:

• Domestic and international client travel
• Basic competence in fundamental network and software architecture; and system design for web and native platforms
• Content Delivery Network (CDN), Real-time communications (voice/video conferencing), and/or WebRTC experience
• Complex Contract Negotiations
• Professional Sales Training