Account Manager, Enterprise

The Account Manager, Enterprise at ZoomInfo is primarily responsible for managing a portfolio of 20-30 enterprise accounts. This includes driving new business opportunities through strategies like white space analysis and account planning, fostering strong client relationships, and conducting product demos to showcase the value of ZoomInfo offerings. Additionally, they work closely with the renewals team to support client ROI and retention.

Candidates for the Account Manager, Enterprise role at ZoomInfo should possess a minimum of 8 years of successful, quota-carrying sales experience, with at least 4 years selling into complex global enterprises. A proven track record of meeting targets, experience in closing six-figure deals, and an ability to manage the entire sales cycle are also essential qualifications for this position.

The compensation for the Account Manager, Enterprise position at ZoomInfo consists of a base salary ranging from $87,100 to $119,800, alongside variable compensation and benefits. Actual compensation may vary based on the candidate's location, qualifications, skills, and experience. During the hiring process, recruiters will provide detailed salary information tailored to the candidate’s specific situation.

ZoomInfo fosters a dynamic and fast-paced work culture focusing on innovation, collaboration, and accountability. As an Account Manager, Enterprise, you will work among driven individuals in an encouraging environment that supports personal growth and recognizes results while offering a range of benefits to help you thrive both in and out of the workplace.

The Account Manager, Enterprise at ZoomInfo has the opportunity to sell solutions across a variety of industries, including manufacturing, finance, healthcare, utilities, and hospitality, among others. This diverse focus enables the Account Manager to apply their business acumen and sales expertise across different market sectors.

As an Account Manager, Enterprise at ZoomInfo, I would employ a combination of account planning, thorough white space analysis, and regular communication with clients to identify their evolving needs. By fostering strong relationships and staying proactive about potential upsell opportunities, I can effectively maximize account growth.

Certainly! In my previous role, I successfully closed a deal with a major enterprise client that not only exceeded my quarterly target by 30%, but also brought in valuable feedback, allowing me to replicate that success across other accounts. My approach included tailored presentations and a deep understanding of the client's specific needs.

I prioritize my accounts based on a combination of factors including revenue potential, strategic importance, and client needs. I use a structured approach to time management, utilizing tools like CRM software to schedule regular check-ins, keep track of deadlines, and ensure I'm consistently following up on opportunities.

During product demos, I focus on tailoring the presentation to address the specific pains and goals of the client. I aim to showcase how ZoomInfo solutions uniquely meet their needs, highlighting key features and success stories relevant to their industry to demonstrate tangible value.

I view objections as opportunities for clarification and engagement. I listen actively to understand the client’s concerns and address them thoughtfully. It's key to demonstrate empathy while providing data or examples that alleviate their doubts and reinforce the benefits of our solutions.

I am knowledgeable in several sales methodologies including MEDDICC and Sandler. I apply these frameworks to streamline the sales process, ensuring that I cover critical components, such as metrics and decision criteria, to better align my approach with client expectations and decision-making patterns.

I'm excited about the prospect of working for ZoomInfo due to its innovative approach in the Go-To-Market Intelligence space. The company’s commitment to results and employee growth resonates with my values, and I believe my skill set aligns well with the demands of the Account Manager, Enterprise role.

I dedicate time each week to reading industry publications, participating in webinars, and engaging in professional networking groups. This ongoing learning helps me stay informed on market trends, which I can leverage to provide valuable insights to my clients and enhance our partnerships.

Managing risks during complex sales cycles requires a proactive and strategic approach. I assess potential roadblocks early, maintain open communication with stakeholders, and develop contingency plans. By closely monitoring the progress, I can navigate challenges effectively while keeping all parties informed.

The most important trait for a successful Account Manager, Enterprise is adaptability. In a dynamic environment like ZoomInfo, being able to pivot strategies based on client feedback, market changes, and evolving technology is crucial for building lasting relationships and achieving sales targets.