Enterprise Account Manager

About the Job

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an office. You will manage one or several larger accounts or act as the account lead for a substantial part of a top account. Your focus will be on understanding the customer’s IT and business objectives, priorities, requirements, and challenges, and implementing the company’s strategy to add value. You will drive business performance across all the company business units, manage the portfolio mix to optimize profitability, and engage with key influencers and decision-makers in IT and business while building and developing relevant customer relationship networks.

Responsibilities

• Articulate a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
• Influence decision-making of customer executives, including C-level, through clear value propositions of the company's solutions and alignment with the customer's priorities.
• Engage with customers to identify opportunities, translating their business challenges and goals into IT opportunities.
• Lead and govern pipeline building activities for the account, ensuring deal closure and clear ownership throughout the team.
• Develop and maintain a comprehensive view of the partner landscape, proactively building partner relationships and assessing partner strategy.
• Continuously develop expertise in IT technology and engage effectively with the customer’s CTO/CIO.
• Build, develop, and lead the extended account team, fostering a governance process and providing feedback for development opportunities.
• Coordinate with other customer-facing company organizations to improve customer experience and leverage available tools to ensure high customer satisfaction and loyalty.

Education and Experience

• University or Bachelor's Degree preferred; Engineering or technology education, advanced degree or MBA desired.
• Typically 8-12+ years of account management experience.
• Experience in vertical industry preferred with a strong track record in account management and sales performance.
• Experience in different sales roles is advantageous.

Knowledge and Skills

• Drives Results: Persistence in achieving results amid obstacles.
• Strategic Planning: Skill in articulating future visions and pathways in account business plans that align with company strategy.
• Sales Execution: Efficient delivery on short-term sales engagements and objectives.
• Continuous Learning: Active pursuit of knowledge and sharing it with team members.
• IT Industry Acumen: Maintains comprehensive knowledge of IT industry developments.
• Company Portfolio Knowledge: In-depth understanding of the company's products, solutions, and service offerings.
• Team Leadership: Skilled at leading dispersed and indirect team members successfully.
• Network/Relationship Building: Excels at creating strong professional relationships and leveraging networks.
• Two-way communication: Effective active listening and presenting relevant value propositions.
• Influencing and Negotiating: Expert use of negotiation techniques.
• Business Acumen: Understanding of business interoperations and financial insights critical for planning.

What We Can Offer You

Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial, and emotional wellbeing.

Personal & Professional Development
We invest in your career with programs designed to help you reach your professional goals—whether you want to become a knowledge expert in your field or pursue opportunities in other divisions.

Unconditional Inclusion
We celebrate individual uniqueness and embrace diverse backgrounds that contribute to our success. We support flexibility to balance work and personal needs while pursuing bold moves together.

Accessibility
Our organization is committed to an inclusive workplace that values accessibility. We encourage applications from all qualified individuals, including those with disabilities. If you require accommodation during any stage of the application or interview process, please inform us.

Equal Employment Opportunity
We provide equal opportunity for all applicants regardless of race, gender, or any other protected category, focusing on qualifications, merit, and business need to create a diverse team that reflects our customer base in a supportive environment.

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