Account Manager

United Kingdom

4/1/2025

Department: Revenue

Employment Type: Permanent

Location: UK Remote

Description

🚢 Discover OTG :Ocean Technologies Group (OTG) is a leading provider of maritime software solutions. Our foundation is rooted in historic and iconic maritime brands with over 100 years of collective experience, including Seagull, Videotel, Marlins, MTS, Tero Marine, and COMPAS. These brands were founded on the principle of delivering advanced performance through superior technology. At OTG, we're more than a company; we're a collective of maritime enthusiasts, tech innovators, and visionaries. With a century-long legacy, we have been guiding the industry toward safety and operational excellence. From fleet management to unparalleled learning resources, OTG is shaping the future of maritime solutions and forming strategic alliances with global organizations.

🎯 Our Mission: Our mission is clear; to provide comprehensive software and training solutions to diverse organizations in the global maritime sector. Recognizing the maritime industry's global significance, our goal is to empower its professionals by equipping them with the skills and tools to maximize their potential, optimize ship performance, and ensure the safe and efficient operation of marine assets. To date, we have built a strong network, serving over 1,400 clients, reaching 20,000 vessels, and positively impacting the lives of more than 1,000,000 seafarers. Join us on our journey to make a significant difference in the maritime industry.

Our portfolio includes Learning & Assessment, Fleet Management, and Crew Management, uniting seven iconic maritime brands with over a century of collective experience.

🔍 Why Join OTG’s Crew?

• Legacy & Innovation: A century of maritime prowess meets cutting-edge solutions.
• Global Impact: Serving 1,400+ clients, 20,000 vessels, and over a million seafarers.
• Inclusive Culture: United by passion, Join an impact-driven crew and bask in our inclusive cultural tide.
• Backed & Bold: Powered by Private Equity, we're charting a thrilling course to reshape the industry.
• Growth Aboard: Sail into opportunities with our culture of continuous learning and internal progression.
• Tech meets Maritime: Dive into a vibrant atmosphere where passion for Maritime and technology merges seamlessly”
  
  

🧭 Navigating the position: Key Account Manager

As an Account Manager (AM) / Key Account Manager (KAM), you will be responsible for managing and growing customer relationships. You will act as the primary point of contact for strategic accounts, ensuring customer satisfaction, driving renewals, and identifying new revenue opportunities through upselling and cross-selling.

🚢 Your Voyage Ahead

Account Management & Customer Relationships

• Own the account selection, mapping, and scoring process to prioritize key customers.
• Conduct regular check-ins and business reviews to maintain strong relationships.
• Develop org charts and stakeholder engagement plans to navigate customer organizations.
• Lead C-level meeting engagements to 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

• Work closely 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 growth through upsells and cross-sells.
• High renewal and retention rates.
• Customer satisfaction and engagement levels (NPS, CSAT, etc.).
• Churn reduction and proactive risk mitigation.
  
  

🚢 Recommended to bring on board: 

• Bachelor’s degree in business, Marketing, or a related field (MBA preferred)
• Professional certifications in customer success, account management, or sales are a plus
• Extensive experience in account management, customer success, or related roles within technology, SaaS, or service industries
• Knowledge of the maritime industry and experience in crewing, training, or QHSE departments
• Proven track record of managing high-value client accounts and driving revenue growth through strategic account development
• Strong leadership experience, including team management and cross-functional collaboration
• Expertise in client relationship management and developing long-term client partnerships
• Ability to analyse client data and develop strategic account plans
• Strong presentation and public speaking skills
• Ability and willingness to travel (domestic and international
  
  

🛳️Navigating Life with OTG: Unveil a Treasure Trove of Benefits:

• Private medical insurance
• Matching pension contribution up to 5%
• BUPA cash plan (to fund out of pocket medical costs) and Employee Assistance Programme (EAP)
• Life assurance
  
  

Further Benefits

• We operate a remote working environment where we fully support remote working
• We enable internal mobility by posting all vacancies on our internal job board and encourage all Oceaneers to make their next move within OTG
• We offer a referral fee to Oceaneers who refer new Oceaneers that subsequently join OTG
• We provide a culture of continuous development and growth