Strategic Account Manager, Food & Beverage

Block•New York City, NY

63d

About The Position

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn't work together. So we expanded into software and started building integrated, omnichannel solutions – to help sellers sell online, manage inventory, offer buy now, pay later functionality, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we've embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale. Today, we are a partner to sellers of all sizes – large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We're building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same. The Role The Strategic Account Management organization is looking for a tenured customer-facing professional to manage relationships with some of Square's largest sellers in the Food and Beverage vertical. The Strategic Account Management program establishes, retains, and grows Square's most valuable and engaged sellers. You will work with business owners and c-level executives to find creative ways for Square's first and third party ecosystem to solve their complex business needs across verticals and channels. You will enable sellers to grow with Square while serving as an upmarket seller advocate to product teams. The ideal candidate is a consistent over-performer on all key performance metrics in their current role. They engage customers and influence internal stakeholders through excellent storytelling, organization, and persistence. They are comfortable leveraging technical frameworks for product solutions and are strongly tuned into commerce trends. They consistently identify "mutual win" opportunities, while navigating complex projects and negotiations. They are driven by serving customers, can work independently, and thrive in ambiguous environments.

Requirements

5+ years of relevant Account Management experience
Experience Managing, retaining and growing a book of business
Consistent over-performance on key sales or customer success metrics
Remarkable discovery skills with customers based in genuine curiosity about their business
A technical solutioning framework, including the ability to conduct requirements gathering
Proven experience managing multiple projects internally with engineering, product and finance teams
Contract and/or pricing negotiations experience with external senior stakeholders
Excellent written and verbal communication skills
Creative and strategic problem solving capabilities, resolving issues and tackling opportunities with no playbook

Nice To Haves

Restaurant experience and/or F&B Technology experience preferred

Responsibilities

Manage a book of 50 Strategic Food & Beverage Sellers in New York City area and across the East Coast
Grow account-based revenue via use-case expansion opportunities, cross-sell opportunities, and customized seller onboarding experiences
Serve as the voice of the upmarket seller with Product Teams
Act as a consultant and partner to high value restaurant sellers to accomplish their goals
Identify opportunities for technical Square solutions to address existing customer needs; project manage the execution of these technical solutions in collaboration with cross-functional teams
Partner with Strategic Account Executives on high-growth deals
Negotiate pricing for use-case expansion and retention of your sellers
Provide white glove client service and troubleshooting to ensure resolution of seller issues
Inform operations and program design for this segment at scale
Conduct quarterly business reviews with various stakeholders