Enterprise Account Manager

The Enterprise Account Manager at Contentsquare is responsible for managing the full sales cycle, from lead generation to closing deals. You'll establish long-lasting relationships with C-suite executives across various functions, including Ecommerce and Marketing, and ensure the successful onboarding and retention of clients. This role requires collaboration with Customer Success and sales teams to create up-sell and cross-sell opportunities, all while advocating for client needs with internal engineering teams.

To be successful as an Enterprise Account Manager at Contentsquare, applicants should have a background in selling complex enterprise SaaS solutions and experience working with C-level stakeholders. Strong communication skills are essential to convey the business value of our technology. Additionally, fluency in French and English is required to effectively engage with various client stakeholders and internal teams.

The Enterprise Account Manager plays a crucial role in Contentsquare's growth by driving new business sales within existing accounts. By generating a personal pipeline through various channels, managing contract renewals, and fostering relationships with clients, the manager not only secures new revenue but also deepens the overall customer experience, enhancing retention and satisfaction.

As an Enterprise Account Manager at Contentsquare, you will follow a structured sales process that involves identifying leads, conducting sales presentations, and closing deals. Effective forecasting and maintaining hygiene in the CRM system are critical to tracking opportunities. It's essential to adapt your sales strategies based on customer-specific needs and values to ensure effective communication and success throughout the sales cycle.

Contentsquare provides a comprehensive range of benefits for its Enterprise Account Managers, including competitive pay, stock options, and generous paid time-off policies tailored to the location. Employees enjoy flexible work arrangements, wellbeing allowances, and the opportunity to participate in employee resource groups. Additionally, Contentsquare actively promotes a culture of learning and inclusion, offering regular team-building activities and developmental programs.

When building relationships with C-level executives, it’s important to take a consultative approach. Focus on understanding their specific pain points and business goals. Tailor your communication to emphasize how our solutions can address these challenges, and consistently follow up to maintain engagement and trust.

When managing existing accounts, it's crucial to maintain open lines of communication and regularly check in with stakeholders. I assess current usage of products and seek feedback to identify areas for enhancement. By understanding their evolving needs, I can effectively propose additional features or services that would benefit their operations.

I generate my own sales pipeline by leveraging my professional network and engaging in industry events to source new leads. Alongside handling inbound leads, I also reach out to previously engaged clients. Utilizing LinkedIn and personal referrals has substantially increased my outreach and connection with potential customers.

I maintain accurate forecasts by regularly updating my CRM and reassessing the status of opportunities. I categorize prospects based on their likelihood of conversion and expected deal sizes, ensuring I am always aware of the pipeline's health. Regular team meetings help me align my insights with broader sales objectives.

A successful strategy I implemented involved conducting in-depth needs analysis with potential clients. By shaping my sales presentations around their specific circumstances, I was able to effectively demonstrate the tailored benefits of our solutions, resulting in a significantly increased close rate.

Handling objections effectively starts with active listening. Once I understand the client's concerns, I respond with factual data and examples that align our solutions with their needs. I ensure the dialogue remains positive, emphasizing collaboration to resolve issues rather than confrontation.

Customer Success plays a pivotal role in my sales process as it ensures that clients are onboarded successfully and are fully utilizing our products. I collaborate closely with the Customer Success Team to gather feedback, which helps me address any concerns proactively and foster long-term relationships.

I continuously research market trends and adapt my strategies accordingly. For example, I focus more on digital engagement techniques and virtual meetings to connect with clients effectively in a changing landscape. Understanding industry shifts helps me stay relevant and address client needs proactively.

I have extensive experience with various forecasting and pipeline management tools like Salesforce. These tools help me track leads, manage opportunities, and gain insights into sales trends. I utilize them to create detailed reports that guide my strategy and facilitate informed decisions.

I am drawn to Contentsquare due to its commitment to innovation in digital experience analytics and its inclusive company culture. The opportunity to work alongside a talented team while driving significant impact for clients aligns perfectly with my professional interests and values.