Enterprise Account Manager

WHATS THE ROLE

The role of Account Manager is to manage, retain, and grow a book of existing customers. The AM will own a specific book of business by territory and segment, responsible for both sales and retention activities. This role involves up-selling, cross-selling, and offering additional products and services to customers. The successful candidate will advise and assist customers in achieving key business goals through our technologies, demonstrating thorough knowledge of our products and a positive, can-do attitude.

What You Bring:

• A customer-centric approach to account management.

• Ability to forecast accurately for both short-term and long-term goals.

• Coachability and openness to career growth.

• A well-spoken, poised, and high-energy approach to interactions internally and externally.

Job Expectations and Duties:

Customer Centricity:

• Understand the book of business assigned to you, becoming the expert on all customers within it.

• Know each customer's current use case, contracts, and procurement processes.

• Act as the customer's advocate internally, ensuring a win-win partnership that will continue to grow.

Account Management:

Pipeline Generation: Perform against individual monthly and/or weekly targets for logos retained, opportunities generated, and closed won business.

Sales Forecasting: Provide accurate forecasting and reporting, managing the pipeline effectively.

• Identify opportunities for additional value through upselling and cross-selling to customers.

• Develop and implement strategies to retain customers and minimize churn utilizing data.

• Conduct regular business reviews to ensure customer satisfaction and identify new growth opportunities.

• Utilize sales technologies and CRM tools, including Salesforce.com, to support account management efforts

• Track and report on key performance indicators (KPIs) related to account management, including customer satisfaction, retention rates, and revenue growth.

Customer Relationship:

• Build and maintain strong customer relationships as the main point of contact for assigned accounts.

• Ensure exceptional service and satisfaction through proactive communication and issue resolution.

• Collaborate with internal departments to address customer needs.

• Respond to and position products to leads and opportunities in existing customer accounts.

• Enhance interactions with strong verbal and written communication skills.

Cross Collaboration:

• Collaborate with Marketing and Product teams to execute campaigns, ensuring lead quality and quantity.

• Work closely with the Customer Success team to ensure engagement and customer health.

Qualifications:

• You have 2+ years quota carrying experience in a technology sales environment with emphasis on growing existing business

• Proven track record of achieving goals and quotas

• Comfortable with sales technologies and CRM tools

• Strong verbal and written communications skills

• Ability to work independently while teaming up with business partners (internal and external) to sell technology solutions priced at $50,000+

• Well-spoken and poised; ability to command the attention of a room and bring a high level of energy

• People consider you a leader and you are adept at influencing others to work with you on behalf of the customer

• While operating at a high level already, you seek to continue your career growth and view training and coaching as a benefit to your goals

• Ability to track sales metrics and performance as a way to aid personal improvement

Preferred: 

• Bachelor's degree (or higher)