Enterprise Account Manager

Enterprise Account Manager

About the position

We are seeking an Enterprise Account Manager to bring hyper growth to a selected portfolio of our most important and strategic customer accounts.

Key aspects of the role include:

• Achieve annual and quarterly revenue targets
• Identify up-, cross-sell, and expansion opportunities
• Ensure the delivery of a continuous pipeline of qualified opportunities through various prospecting means, including research, networking, cross-selling, cold calling, exhibitions, partnerships, etc.
• Provide timely and accurate pipeline forecasts and reporting
• Organize meetings with the right stakeholders to pitch Sales Enablement and the strength of the Showpad platform
• Help steer the creation of high-quality sales collateral which can be included in customer-specific ABM
• Steer and manage a lead generation plan that can be executed and effectively nurtured by your dedicated BDR
• Develop an account plan and chessboard for each of your key accounts
• Work with clients to promote Showpad's product capabilities throughout their business, utilizing joint events, marketing strategies, community calls, etc.
• Negotiate contracts / SLA's that achieve company objectives
• Effectively use the resources of the organization to support the sales process
• Indirectly lead an account support team of technical and customer success resources to help achieve your objectives
• Work with internal teams to ensure complete organizational understanding of client needs
• Support the establishment of strong, lasting client relationships
• Identify and report on market trends, competitor activity, customer demand, buying process developments, and other relevant market intelligence

Key Performance Indicators:

• Revenue forecasted and achieved on a quarterly and annual basis
• Value and quality of leads and opportunities
• Client satisfaction - feedback, contract renewal, etc.
• Contribution to the overall effectiveness of sales, marketing, and service delivery - idea generation, participation with service delivery, effective reporting, commitment to continuous improvement

Experience, Qualifications, and Technical Knowledge:

• (+)6 years of experience in selling Software solutions
• Proven track record (+3 years) of reaching and exceeding sales targets
• Degree standard, strong verbal numerical skills
• Ability to present well
• Experience in selling to C-level
• Proven abilities in negotiation and closing
• Experience in leading and winning RFPs
• Able to demonstrate ownership and setting of own goals, as well as prioritization
• Proven abilities in account start-up and transfer into account and operational management
• Proven ability to work effectively with a team of people with different skill sets to progress business opportunities - including presales, customer success, PMs, Product Managers, and Operational support teams
• Proven ability to support the achievement of organizational and team goals in a cooperative setting, working smoothly with dispersed, international team and management