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Key Account Manager (Higher Education & State/Local Government) – Acquia
Acquia empowers brands to create digital customer experiences that matter using open source Drupal. As part of the Acquia Digital Experience Platform (DXP), our technology helps global organizations engage customers, boost conversions, and drive business success. Based in the U.S., Acquia is a Great Place to Work-Certified company in the U.K., and recognized as a top software player by The Software Report. We’re shaping the future—join us.
About the Role
We’re seeking an ambitious Key Account Manager specializing in higher education and state/local government sectors. Your focus will be on renewal & upsell strategies, nurturing key relationships, and ensuring customer success with Acquia’s platform.
As our advocate, you’ll proactively manage accounts—mitigating risks, resolving escalations, and maintaining cross-departmental alignment. You’ll collaborate closely with Sales, Pre-Sales, Technical Support, Customer Success, Professional Services, Operations, and Finance to drive account growth and retention.
This is an opportunity to work with forward-thinking technologies and be a pivotal part of our Account Management program in a hot market.
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Key Responsibilities
- Exceed quarterly renewal and upsell targets to meet KPIs
- Maintain relationships and ensure customer success with Acquia’s platform
- Guide customers through onboarding, product adoption, and service optimization
- Draft account strategy & direction, ensuring alignment with business goals
- Build strategic relationships with C-level and leadership contacts at customer organizations
- Identify new opportunities (upsell/cross-sell) and drive closures
- Coordinate with procurement and business users to facilitate timely renewals
- Update sales databases (CRM, tools) to reflect account activity
- Proactively manage accounts independently, requiring strong self-direction
- Collaborate with internal teams (Sales, Support, Success, Finance) in a fast-paced environment
Requirements
Must-Have Experience & Skills:
✅ 3–5+ years in sales/account management (technology sector preferred) ✅ Demonstrated success in renewal management & quota achievement ✅ Strong leadership & collaboration skills, with excellent communication (verbal and written) ✅ Proven ability in nurturing complex relationships (closing renewals, driving upsells/cross-sells) ✅ Government/education procurement experience (a plus) ✅ Renewal forecasting & analytical skills—comfortable analyzing data, trends, and growth opportunities ✅ Highly organized, detail-oriented, and adaptable to a fast-paced environment
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Technical & Professional Competencies:
- Proficiency in MS Office (Word, Excel, PowerPoint) or G Suite
- Experience with Salesforce (SFDC), Gainsight, Jira, and similar tools
- Self-motivated, proactive approach—able to set priorities and deliver results
- Crisis-minded, ensuring timely issue resolution
(Acquia embraces innovation—we encourage curiosity and enthusiasm for AI and emerging tools.)
Benefits & Culture
- A culture that innovates, collaborates, and values diversity
- Automated & repeatable processes for a streamlined workflow
- Equal opportunity employer, committed to inclusion and growth
- Opportunity to work with global brands using cutting-edge open-source technology
Acquia is committed to workplace equity. All qualified applicants will be considered without regard to race, color, religion, national origin, disability, veteran status, or any other legally protected status.
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