Portfolio Account Manager

🚢 Discover OneOcean: OneOcean is a unified brand born from the integration of OneOcean and Ocean Technologies Group. Owned by Lloyd’s Register, an organisation with more than 260 years of trust, integrity and leadership at sea, OneOcean combines the agility and ambition of a fast-moving innovator with the strength and stability of one of the world’s most trusted maritime institutions. At the heart of OneOcean is a portfolio unlike any other in maritime. A comprehensive, integrated portfolio built on years of expertise, trusted by thousands of maritime professionals around the world. 🎯 Our Mission: Our mission is clear. In the race to zero emissions, our research, advisory and technical expertise and industry-firsts are supporting a safe, sustainable maritime energy transition. Today we are a leading provider of classification and compliance services to the marine and offshore industries, helping our clients design, construct and operate their assets to accepted levels of safety and environmental compliance. 🔍 Why Join OneOcean Crew? Legacy & Innovation: We were created more than 260 years ago as the world’s first marine classification society to improve and set standards for the safety of ships. Global Impact: Our digital solutions are relied upon by more than 30,000 vessels, following the acquisition of OneOcean in 2022 and Ocean Technologies Group in 2024. Product Offering: Covering five proven product areas - learning, fleet operations, compliance, voyage planning and performance management - supporting its customers from ship to shore, from training and people operations, to voyage compliance and optimisation. 🧭 Navigating the position: Partner Account Manager As a Portfolio Account Manager (PAM) you will be responsible for managing and growing customer relationships. You will act as the primary point of contact for a defined list of accounts, ensuring customers are contacted at least once every quarter, driving renewals, and identifying new revenue opportunities through upselling and cross-selling. Key Responsibilities: Account Management & Customer Relationships Own an agreed set of accounts. Develop customer relationships , some of which will be the first time they speak to a Lloyd’s Register OneOcean representative. Conduct regular check-ins and account reviews to maintain strong relationships. Develop org charts and stakeholder engagement plans to navigate customer organizations. Lead meeting engagements when necessary and align on strategic objectives. Sales & Revenue Growth Qualify decision-making processes, criteria, and compelling events to drive deals forward. Assess pain points and business impact to position the right solutions. Drive upsell and cross-sell opportunities to expand revenue within key accounts. Support renewals and contract negotiations to maximize customer lifetime value. Value Demonstration & Commercial Execution Where relevant, work with pre-sales and solution teams to demonstrate product value. Develop and present ROI and business case proposals for customers. Own quote preparation, pricing discussions, and deal negotiations. Collaborate with Sales Ops and Deal Desk for contract review and approvals. Customer Retention & Risk Management Monitor adoption, customer impact, and satisfaction to ensure long-term success. Address escalations, complaints, and potential churn risks proactively. Support roadmap discussions and customer feedback loops to enhance product alignment. Success Metrics Revenue retention and identifying upsells and cross-sell opportunities. Deliver high renewal and retention rates. Customer satisfaction and engagement levels (NPS, CSAT, etc.). Churn reduction and proactive risk mitigation. Continuous Improvement: Implement processes for continuous improvement, including code reviews, performance analysis, and feedback loops to enhance the overall development lifecycle. Agile Methodology: Champion agile development methodologies, promoting adaptive planning, evolutionary development, and early delivery of value. Collaborate with cross-functional teams to streamline processes and enhance overall project efficiency. Team Empowerment: Mentor and empower developers, fostering a collaborative environment that encourages continuous learning and professional growth. Instill a passion for quality code, creativity, and problem-solving within the development team. Skills, Knowledge, and Experience Required: Knowledge of the maritime industry and experience in crewing, training, or QHSE departments Professional certifications in customer success, account management, or sales are a plus A second, European language also a plus Experience in account management, customer success, or related roles within technology, SaaS, or service industries Proven track record of managing client accounts and driving revenue growth through account development Expertise in relationship management and developing long-term client partnerships Ability to analyse client data and develop account plans Strong presentation and communication skills Ability and willingness to travel on occasion