Account Manager, Enterprise
Location availability:
- Boston/Chicago: Hybrid working 2 days a week in the office
About the position
We are seeking an Account Manager, Enterprise 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
- Organise meetings with 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 account
- Work with clients to promote Showpad's product capabilities throughout their business, utilising joint events, marketing strategies, community calls etc.
- Negotiate contracts / SLA's that achieve company objectives
- Effectively use the resources of the organisation 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 organisational 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 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
- (+)4 year 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 at 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 prioritisation
- 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 organisational and team goals in a cooperative setting, working smoothly with dispersed, international team and management
