Requirements: English
Company: FBK
Region: Milan , Lombardy
Customer Account
Were FBK, the global leading Tender Management software company. We help Life Sciences & Healthcare businesses to unleash the potential of every Bid and Tender and for that, we need to join us as aCustomer Account.
The team:
The Customer Account team at FBK is responsible for managing our global customer portfolio to ensure theirsatisfaction, retention and expansion. We work at the intersection of Customer Management and Go-To-Market execution, partnering with Marketing, Business Analysts, and Tech to drive growth and deliver measurable business value through FBK solutions.
The role:
Were looking for a smart, driven, and entrepreneurial Customer Account who thrives on building meaningful customer relationships while also playing a strategic role in our go-to-market initiatives. You will take ownership of thefull customer journey from identifying opportunities and leading the sales cycle, to enabling success, renewals, and growth across your account base.
If yourecustomer-obsessed, commercially sharp, and energized by cross-functional collaboration, this is the role for you.
The work youll do:
- Build trusted relationships with customers by deeply understanding of their business context, challenges and strategic goals
- Identify and develop new business opportunities within existing and new accounts, aligned with customer needs and FBKs GTM strategy
- Conduct the full sales cycle from discovery to negotiation and closing
- Deliver impactful presentations and demos tailored to client-specific use cases and outcomes
- Develop strong business cases to support investment decisions
- Drive upsell and cross-sell initiatives in your portfolio
- Partner with Marketing to generate and qualify new leads, contributing directly to GTM planning
- Lead contract negotiations, ensuring win-win outcomes for customers and FBK
- Create and maintain Account Success Plans, setting clear goals and KPIs for each customer
- Lead and manage end-to-end software implementation projects for customers
- Collaborate with internal teams (Business Analyst, Tech, Support) to define project scope, timelines, deliverables and resource planning
- Develop and maintain project documentation including plans, schedules, risk assessments, and status reports
- Use CRM tools to analyze engagement, satisfaction, and usage trends, driving continuous improvement
- Serve as a customer advocate, ensuring their voice is heard across the organization
The qualifications you need:
- A degree in Economics, International Business or a comparable degree program
- 3+ years of experience in software sales (SaaS is a plus)
- Familiar with selling enterprise solutions
- Strong sales acumen withend-to-end ownership of the sales cycle
- Experience collaborating with Marketing and Go-To-Market teams
- Excellent communication and storytelling skills, in bothEnglish and Italian(additional languages are a plus)
- A proactive and strategic mindset, with the curiosity to understand the clients world and the drive to challenge the status quo
- Familiarity with CRM tools
What FBK can offer you:
- The opportunity to work in a unique and fast-growing field: Tender Management & AI
- A growing team from diverse backgrounds to learn from and work with
- Investment in your personal growth and skill development (career paths, L&D courses, mentorships, and more)
- A unique combination of innovative atmosphere paired with great professionalism and self-responsible work
- A flexible, hybrid working model with a focus on work-life balance
- A clear set of company values that guides everything we do: Play Like a Team, Wear the Customers Shoes, Kindness Always and Think Forward
- Competitive salary and incentive plans aligned with performance
About us:
At FBK, we have built a leading product that has defined the new standard ofTender Management Systems(TMS), but we don''t want to stop there. We give data-driven & AI technologies context and let them speak in a wholly new way based on our tendering technology.
TheFBK TMS(CM|XS Suite) provides a set of tools and applications to help companies manage every phase of tender management from finding the best opportunities in the market to post award analytics.
Our technology helps bring immediate value to the biggest enterprises around the globe and makes a direct impact on how people work day-to-da