Enterprise Account Manager

About the Role
This role has been designed as 'Hybrid' with a requirement that you will work an average of 2 days per week from an office.
As an Enterprise Account Manager, you will manage one or several larger accounts or act as the account lead for a substantial part of a top account. You will understand the customer’s IT and business objectives, priorities, requirements, and challenges, adding value by implementing the company's strategy. This position is critical in driving business performance across all Business Units (BUs) and managing the portfolio mix to optimize account profitability. You will be accountable for pipeline building, deal closing, and orchestrating the deal team, while fostering significant customer relationship networks with key influencers in IT and business.
You will engage with the extended partner ecosystem to enhance the company's presence within the account and actively develop your knowledge of the IT industry to effectively position the company's portfolio.
Additionally, you will plan for accounts to deliver results through the financial year and beyond.

Responsibilities

• Articulate a two-way connection between the customer's core KPIs, business priorities, and initiatives, influencing the decision-making of customer executives, including C-level, by credibly describing the value of the company's solutions.
• Build and execute a structured plan to drive growth and profitability across the company's portfolio, leveraging company programs and tools to improve business performance and contributing significantly to internal reviews related to deals and sales planning.
• Develop and maintain a professional relationship network within the customer organization, building influential relationships with key decision makers.
• Maintain a comprehensive view of the partner landscape from IT and vertical industry perspectives, developing partner relationships and assessing/update the partner strategy with the Partner Business Manager.
• Build, develop, and lead the extended account team, establishing governance processes and feedback loops to develop team members.

Education and Experience

• University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
• Typically 8-12+ years of account management experience.
• Experience in the IT industry or working as an IT leader within an IT department is preferred.
• A strong track record of account management and sales performance is essential.
• Familiarity with big data, hybrid IT, IT services, digital business, information security, AI, and intelligent edge will be advantageous.

Knowledge and Skills

• Drives Results: Displays a strong will to win and persistence in the face of obstacles.
• Strategic Planning: Communicates a vision for the future and defines a path to achieve it.
• Sales Execution: Effectively delivers short-term sales engagements and objectives.
• Continuous Learning: Actively pursues personal and team learning opportunities.
• IT Industry Acumen: Maintains knowledge of cutting-edge IT developments and technology trends.
• Company Portfolio Knowledge: Develops a comprehensive understanding of the company's products, solutions, and service offerings.
• Team Leadership: Proven ability to lead disparate teams through complex sales engagements.
• Network/Relationship Building: Skilled in fostering strong professional relationships internally and externally.
• Two-way Communication: Actively listens and effectively articulates value propositions.
• Influencing and Negotiating: Expertly uses influencing techniques in negotiations.
• Business Acumen: Understands how business units interoperate and how actions impact company results.
• Operational Excellence: Demonstrates predictability and operational efficiency.
• Integrity: Maintains integrity in complex situations.
• Vertical/Industry Knowledge: Familiar with the customer’s industry landscape and able to advise them on their digital journey.
• Consulting: Synthesizes knowledge to guide customers towards achieving outcomes using the company's portfolio.

Accessibility
The company is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you require accommodation during any stage of the application or interview process, please submit your request via the appropriate channels.

What We Can Offer You
Health & Wellbeing
We strive to provide benefits that support the physical, financial, and emotional wellbeing of our team members and their loved ones.

Personal & Professional Development
We invest in your career, offering programs designed to help you reach your goals, whether you aim to be a knowledge expert in your field or transition to another division.

Unconditional Inclusion
We celebrate individual uniqueness and value varied backgrounds. Our flexible work approach supports your work-life balance and encourages bold moves as a united force for good.