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Open nowPosted 176 days ago

アカウントマネジメント_リニューアル&エクスパンション（Account Management_Renewal & Expansion）

zoyi60 open roles

Where
Tokyo, Hanzomon
Work mode
Hybrid
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Your applicationOpen nowアカウントマネジメント_リニューアル&エクスパンション（Account Management_Renewal & Expansion）zoyi · Tokyo, Hanzomon

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The clock on this job

Early applications get read.

7.8% of postings close within 7 days. Measured by our own scanner across the market.

Share of postings closed within
  1. 1.6%1 day
  2. 3.4%3 days
  3. 7.8%7 days
  4. 14.3%14 days
  5. 33.7%30 days
This job: posted 176 days ago

The posting

事業概要

株式会社Channel Corporationは「企業と顧客の間にあるコミュニケーションの問題を解決する」をミッションに、AIを中核技術として、顧客とのコミュニケーションの価値を最大化する「All in One AIメッセンジャー チャネルトーク」を提供しています。

顧客データを基盤とした問い合わせ対応の設計、電話・メール・チャットの一元管理に加え、AIによる対応業務の高度な自動化・最適化を通じて、カスタマーサポートの効率化から顧客体験の向上までを一気通貫で実現します。

現在は日本・韓国・アメリカの3拠点で事業を展開しており、240,000社以上の企業に導入されています。従業員約200名のうち半数にあたる100名がエンジニアで構成されており、AIを前提としたプロダクト開発体制を背景に、BtoB AI領域においてアジアでも最速水準で成長を続けています。

また当社は、AIをプロダクトに組み込むだけでなく、AIを業務・組織・意思決定の前提とするAI Nativeな組織として事業を推進しています。プロダクト開発、営業、カスタマーサクセス、オペレーションなど全領域においてAIを日常的に活用し、高い生産性とスピードを維持しながら事業成長を続けています。

募集背景

現在はAM組織の再構築フェーズにあり、既存顧客の継続利用に加え、アップセル・クロスセルなどの利用拡大をより戦略的に推進するための仕組みを整えている段階です。

既存のチームや運用をベースに、AIや顧客データを活用しながら、解約リスクや利用拡大の機会を早期に捉え、Renewal & Expansionを継続的に生み出せるアカウントマネジメントの型をつくっていきます。

本ポジションでは、単なる契約更新に留まらず、顧客の事業課題やプロダクト利用状況をもとに、継続利用・アップセル・クロスセルの機会を捉え、顧客の成功とチャネルトークの事業成長の両方を実現していただきます。

業務内容

  • 既存顧客の契約更新および継続利用に向けた提案・交渉
  • 顧客の事業課題や利用状況に基づくアップセル・クロスセルの提案
  • 解約リスクや利用拡大機会の早期把握および対応
  • 顧客ごとの中長期的なアカウントプランの策定・実行
  • 経営層を含む主要ステークホルダーとの関係構築
  • セールス、カスタマーサクセス、プロダクトチームとの連携

必要な経験/スキル

  • BtoB SaaS / IT企業等でのアカウントマネジメント、カスタマーサクセス、法人営業いずれかの経験
  • 既存顧客への契約更新、アップセル・クロスセルの経験
  • 顧客課題を踏まえた提案・交渉経験

望ましい経験/スキル

  • SaaSビジネスにおける既存顧客営業の経験
  • エンタープライズ企業への営業・アカウントマネジメント経験
  • ARR / NRR / 解約率などの指標を意識した顧客管理経験
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