Sr Account Manager - eProducts

Job Summary

Senior Account Manager - eProduct Renewals

Are you a strategic renewals professional who excels at navigating complex negotiations and building trusted executive relationships

Do you enjoy turning customer value into long-term partnerships while influencing commercial strategy and mentoring others

This role owns the most commercially complex and highest-value accounts in the region. Where an Account Manager runs a defined renewal book, a Senior Account Manager carries the accounts where the outcome is not predictable: multi-site consortia, public tenders, competitive displacement attempts, contract restructurings, and accounts where the economic buyer has changed and the relationship has to be rebuilt from scratch.

You will negotiate independently up to defined commercial thresholds, own the escalation strategy on at-risk revenue rather than handing it upward, and shape how the wider team approaches renewals through playbook contribution and deal coaching. You are the commercial lead; the Customer Success Manager owns adoption and value realization, and you convert that evidence into price and term.

This is a senior individual contributor role with peer-leadership expectations. It does not carry direct reports.

Position Details

Territory: West India

Reports to: Head of eSales, South Asia Southeast Asia

Travel: Up to 50%, including intra-region and occasional global travel

Responsibilities

• Own strategic renewals. Manage the region s largest, most complex and contested accounts, including public-sector, consortium, tender-led and channel-mediated renewals.
• Lead commercial negotiation. Negotiate price uplift, contract restructuring, product substitutions, tier migrations and multi-year terms within agreed thresholds.
• Maintain forecast discipline. Use MEDDPICC and Salesforce to qualify renewals, call risk early, and maintain accurate pipeline, value, stage and close-date data.
• Build senior stakeholder access. Engage economic buyers and senior institutional stakeholders, rebuilding relationships quickly when leadership changes.
• Convert value into renewal outcomes. Partner with CSMs to translate usage, adoption and business-review insights into commercial cases that support retention, uplift and expansion.
• Mitigate risk and grow whitespace. Identify at-risk revenue two quarters ahead of expiry, run documented save plans, and prioritize expansion where budget and product fit are strongest.
• Shape competitive positioning. Maintain regional market knowledge and prepare account-specific counter-positions against competing platforms and local alternatives.
• Represent customer voice. Escalate recurring feedback on content, relevance, user experience and integration to Product and Commercial Strategy with actionable detail.

Requirements

• Proven experience in B2B commercial roles with significant experience in enterprise SaaS, digital content, subscription renewals, retention, or account management.
• Proven ownership of a scaled renewal book with measurable retention, price realization and expansion outcomes.
• Experience negotiating with institutional buying committees, procurement teams, public-sector authorities or channel partners.
• Strong command of structured sales methodology, preferably MEDDPICC, and disciplined Salesforce usage.
• Ability to build commercial cases using usage data, benchmark pricing, ROI evidence and customer value stories.
• Executive-level written and spoken English for senior correspondence and formal bid documentation.
• Experience in healthcare, health sciences education, medical publishing or clinical technology.
• Experience with distributors, public tenders, consortium purchasing or grant-funded institutional buying in South Asia or Southeast Asia.

Disclaimer: This job posting has been aggregated from external source. Role details, content, and availability are subject to change. Applicants are advised to confirm the latest information directly on the company website before applying.