Account Manager – Aerospace & Defense US Government

Work Location: Remote candidates residing and working in the following states will be considered for this position:  AZ, CA, CO, DE, FL, GA, KS, KY, LA, MD, MA, MN, NH, NY, NC, OH, OK, OR, PA, TX, UT, VA, WI

About RWS: RWS Holdings plc is the world’s leading provider of technology-enabled language, content management and intellectual property services. We help our customers to connect with and bring new ideas to people globally by communicating business critical content at scale and enabling the protection and realization of their innovations. Our vision is to help organizations interact effectively with people anywhere in the world by solving their language, content and market access challenges through our collective global intelligence, deep expertise and smart technology.

Customers include 90 of the globe’s top 100 brands, the top 10 pharmaceutical companies and 18 of the top 20 patent filers worldwide. Our client base spans Europe, Asia Pacific, and North and South America across the technology, pharmaceutical, medical, legal, chemical, automotive, government and telecommunications sectors, which we serve from offices across five continents. Founded in 1958, RWS is headquartered in the UK and publicly listed on AIM, the London Stock Exchange regulated market (RWS.L).  For further information, please visit: www.rws.com

About The Role:

RWS is seeking an experienced Account Manager to support key Aerospace & Defense accounts within our content management, publishing, and delivery portfolio. This individual will serve as a key member of the Contenta Business Unit (BU), managing and supporting client satisfaction and revenue growth across a set of strategic Aerospace & Defense accounts, identifying and prioritizing client objectives and new business opportunities, and developing plans in conjunction with account and business team executives to achieve specific strategic and revenue goals within the assigned account base.

Our ideal candidate will:

• Aerospace or Defense industry experience (REQUIREMENT to be considered for this role) Candidate must have at least 5 years of experience working with the US Government (DOD) on the contractor or vendor side in some customer facing capacity ( i.e. content mgmt., account mgmt., sales, customer support or consulting, engagement w/ clients).
• Manage and grow all post-sales activity for enterprise customers through strong relationship-building, planning and execution.
• Maintain a current and deep understanding of our solutions. Regularly speak with key influencers and contacts at assigned clients to identify their specific, ongoing business needs, mapping those to Contenta BU offerings.
• Develop a trusted advisor relationship with key customer stakeholders and executive sponsors to ensure that their implementation is aligned with their ongoing business case and overall strategy, allowing the full potential of their investment in our solutions to be realized.
• Develop and maintain a plan with each customer for change management, growth, and adoption programs, partnering with Sales, Renewals, Product Management, Pre-sales, and Post Sales teams.
• Increase customer retention by conducting regular check-in calls for tactical items and perform quarterly health checks and strategic business reviews.
• Actively participate and represent Contenta BU in customer sponsored events such as corporate summits, workshops, etc.
• Track accounts to identify churn risk and work proactively to eliminate that risk. (Retain ARR)
  • Function as the voice of the customer, providing internal feedback on how we can better serve our customers.
  • Act as customer advocate and key intermediary in escalation situations.
  • Assume full accountability for each relationship and client satisfaction.
• This individual will have significant responsibility and the charter to work across, up, and down our strategic accounts to grow our business and continuously improve customer relationships.

 

Skills and Experience

• Proven experience working in a customer-facing capacity and managing technology accounts, relationships, and projects.
• Demonstrates experience gaining trusted advisor status in a consultative or account management capacity with US Air Force, US Navy, and their suppliers.

• Aerospace or Defense industry experience is a REQUIREMENT to be considered for this role. Candidate must have at least 5 years of experience working with the US Government (DOD) on the contractor or vendor side in some customer facing capacity ( i.e. content mgmt., account mgmt., sales, customer support or consulting, engagement w/ clients).
• Leadership and expertise in identifying, progressing, and collaborating on large services deals including enterprise software.
• Exceptional presentation and communication skills, including the ability to convey complex technical concepts in simple terms.
• Proven ability to demonstrate and assist in troubleshooting complex systems.
• Proven track record of meeting and exceeding personal goals and objectives.
• US Citizenship required.
• Travel required (10% – 20%) – Team meetings and Events.
• Working hours are M-F & set at 8:30-5:30 PST / 9:30-6:30 MST / 10:30- 7:30 CST OR 11:30-8:30 EST depending on what time zone you are in.

Benefits: (for FT, benefit-eligible roles only)

• Amazing benefits! (Seriously!)
• Strong medical, dental, and vision coverages, with generous employer contribution to healthcare spending accounts, and access to FSA, HSA, and Dependent Care accounts.
• Generous paid time off package, starting at 25 days per year, plus company holidays, birthday day off, paid volunteer time, and 100% paid parental leave.
• 401(k) Retirement plan with company match.
• Company-wide agile work policy with flexible work arrangements.
• Opportunities for training, professional development, and personal growth.
• Smart, engaged co-workers and a global culture of diversity, innovation, and opportunity.
• The rare opportunity to impact how organizations communicate globally. There’s a reason we work with 90 of the top 100 brands.

Base Pay: $70k/yr. + 10% commission opportunity

FLSA Status: Exempt

**Actual rate of pay may vary based on factors including, but not limited to: position offered, location, education, training, and/or experience. Total compensation may also include variable incentives, bonuses, benefits, and/or other perks, as outlined in any formal offer made.

Covid Vaccination:

All RWS employees hired for positions that require working on-site at RWS offices, customer offices, travel on behalf of RWS, and/or in-person meetings will be required to comply with the RWS USA COVID-19 Vaccination and Testing Policy. RWS complies with federal, state, and local laws with regard to accommodations related to this policy.

Life at RWS - We work hard together to deliver for our customers; our expertise, professionalism and determination to never let others down drives us to be passionate and serious about what we do, deliver customer value, yet always adding a human touch.

RWS embraces diversity and promotes equal opportunity, we are an Equal Opportunity Employer and prohibit discrimination and harassment of any kind. RWS is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RWS are based on business needs, job requirements and individual qualifications, without regard to race, religion, nationality, ethnicity, sex, age, disability or sexual orientation. RWS will not tolerate discrimination based on any of these characteristics.

RWS is an Affirmative Action Employer.

For more information about EEO/AAP legislation please visit: https://www.dol.gov/sites/dolgov/files/ofccp/regs/compliance/posters/pdf/eeopost.pdf

Recruitment Agencies: RWS Group PLC does not accept agency resumes.  Please do not forward any unsolicited resumes to any RWS employees.  Any unsolicited resume received will be treated as the property of RWS and Terms & Conditions associated with the use of such resume will be considered null and void.