Senior Enterprise Account Manager

As a Senior Enterprise Account Manager at Civica, you'll primarily focus on generating new business sales opportunities, producing high-quality written proposals, and integrating personal sales efforts with organized marketing events. You'll also manage your sales pipeline diligently to meet monthly gross margin targets and contribute to the Product Roadmap by identifying customer requirements that could lead to the development of profitable products and services.

To qualify for the Senior Enterprise Account Manager role at Civica, candidates must have experience selling cloud-based solutions to local municipalities or working within the public sector. A proven track record in business development or account management is critical, along with a deep understanding of library systems, MDM, or ERP solutions. Strong interpersonal skills, the ability to work independently, and adaptability in dynamic environments are also key.

The compensation for a Senior Enterprise Account Manager at Civica features a competitive base salary ranging from $90,000 to $130,000. Additionally, you'll benefit from an on-target earnings potential of $180,000 to $250,000, accompanied by an aggressive commission structure that rewards you for exceeding quotas—up to 25% beyond your set targets! This opportunity is designed for high achievers looking to maximize their earning potential.

At Civica, the sales environment for a Senior Enterprise Account Manager is fast-paced and dynamic, driven by a commitment to understanding customer needs and delivering value. You'll collaborate closely with marketing teams on product launches and targeted campaigns while leveraging your pipeline management skills to consistently achieve quarterly revenue goals. The culture encourages integrity, ownership, innovation, and continuous improvement.

Yes! The Senior Enterprise Account Manager position at Civica is fully remote, allowing you to work from the comfort of your home while enjoying the flexibility that comes with it. However, occasional travel is expected, typically amounting to 1-2 trips per month, depending on your specific region and client meetings. This setup offers a great work-life balance coupled with the excitement of meeting new clients!

In my experience, generating new business opportunities involves a blend of market research, networking, and relationship building. I make it a priority to understand our target customers' pain points and needs, leveraging insights to create tailored proposals that highlight how our solutions can add value to their operations. Additionally, I actively seek referrals and maintain strong connections within industry circles to discover potential leads.

To meet sales targets consistently, I emphasize meticulous planning and a proactive approach. I track my performance metrics closely, allowing me to analyze trends and adjust my strategies accordingly. I prioritize high-impact activities, such as engaging with warm leads and nurturing existing accounts, while leveraging the support of marketing campaigns to boost visibility and engagement with prospects.

Absolutely. There was a situation where a key client voiced significant disappointment with our service delivery. I took the initiative to set up a meeting with them to listen to their concerns without distraction fully. Understanding their perspective allowed me to propose tailored solutions that addressed specific issues, and as a result, we repaired the relationship and managed to retain their ongoing business.

I believe the most critical skill for a Senior Enterprise Account Manager is the ability to empathize with clients and understand their unique challenges. By building strong relationships and demonstrating genuine interest in solving their problems, I can align our solutions closely with their goals, ultimately driving successful outcomes and customer loyalty.

During slow periods in sales, I like to re-focus my energy on personal development and strengthening existing client relationships. I utilize this time to refine my pitching techniques, research upcoming industry trends, and engage in professional networking. I also set short-term goals to maintain momentum and stay motivated, reminding myself of my overall objectives.

Integrating feedback is key to improvement in sales. I regularly solicit feedback from peers, clients, and management to understand what’s working and what isn’t. Based on this input, I adjust my sales tactics, refine my messaging, and even work on personal skills such as negotiation or presentation. Continuous feedback loops allow for consistent personal growth and better client outcomes.

For effective pipeline management, I rely on a structured CRM system to keep my leads organized and updated. I categorize prospects based on their readiness to buy and regularly engage with them using personalized communication. I also implement a forecasting methodology to anticipate revenue generation over short and long terms, ensuring that I dedicate appropriate time and resources to high-priority leads.

In my last role, I spearheaded a project which involved targeting local municipalities for our cloud solutions. Recognizing the unique needs of this sector, I organized a tailored webinar showcasing how our product could improve their efficiency. This led to a significant uptick in interest, contributing to a 30% increase in new client acquisitions over two quarters—demonstrating the importance of industry-specific strategies.

I see marketing as an essential partner in the sales process. I actively collaborate with the marketing team to align our messages and campaigns with the sales objectives. By capitalizing on marketing resources such as content, webinars, and social media, I can generate leads that are already informed about our offerings, allowing me to have more impactful conversations and close deals more efficiently.

I’m drawn to Civica because its commitment to empowering the public sector aligns with my passion for making a positive impact in communities. With its innovative cloud-based solutions and impressive track record, I see immense potential for growth and the opportunity to work collaboratively with a talented team. I am excited about the idea of contributing to Civica’s mission and helping clients achieve their goals.