Enterprise Account Manager

About the Role:
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an office. The Enterprise Account Manager is responsible for managing one or several larger accounts or acting as the account lead for a substantial part of a top account. This involves understanding the customer’s IT and business objectives, priorities, requirements, and challenges, while adding value by implementing the company's strategy. You will drive business performance for all business units and manage the portfolio mix to optimize profitability of the account. You will also be accountable for pipeline building, deal closing, and orchestrating the deal team, while building and developing relevant customer relationship networks with key influencers and decision makers.

Responsibilities:

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Influences the decision-making of customer executives through describing the value of the company's solutions and their relevance to the customer's priorities. Positions the company's strategy and solutions such that the customer recognizes the company as critically important to their business. When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them. Builds a business value framework for the customer.
• Engages with the customer to identify opportunities. Translates customers' business challenges and goals into IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities involving account team members as appropriate. Identifies and develops opportunities for short and mid-term success. Proactively leads early engagements and is accountable for deal closure, ensuring ownership throughout the team for the deals in the pipeline, driving them to closure through a multi-disciplinary team, including partners.
• Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for the company. Understands and leverages the underlying principles for the customer organization's functioning. Builds influential relationships with executives and defines an effective engagement model with the customer's key influencers and decision makers.
• Develops and maintains a view of the partner landscape in the account. Develops partner relationships and runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account.
• Develops and updates expertise in IT technology. Engages as appropriate with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to executives within the customer when appropriate. Describes the company's portfolio and references its use in other customers.
• Builds, develops and leads the extended account team, running governance with the extended team and empowering account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and relevant managers.
• Provides feedback into other organizations and coordinates with other customer-facing organizations to improve the customer experience. Utilizes tools and processes for customer advocacy and leverages existing tools, processes and resources to assure customer satisfaction and loyalty.

Education and Experience:

• University or Bachelor’s Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
• Typically 6-10+ years account management experience.
• Experience in IT industry preferred. Experience working within an IT department and/or working within customers is a plus.

Knowledge and Skills:

• Drives Results: Shows strong will to win, persistent in the face of obstacles and has a clear results orientation.
• Strategic Planning: Able to skillfully articulate a vision for the future and a path to achieve it in an account business plan, aligned with the company's strategy, direct leadership, and the company's business units.
• Sales Execution: Able to efficiently deliver on short-term sales engagements and objectives.
• Continuous Learning: Continuously and actively pursues own learning.
• IT Industry Acumen: Builds and maintains thorough knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• Company Portfolio Knowledge: Builds and continually updates a thorough understanding of company products, solutions, and service offerings—their value propositions, competitive differentiators, and benefits to customers and customers' customers.
• Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building: Skilled at creating strong professional relationships; understands and leverages the value of networks and collaboration.
• Two-way communication: Able to listen actively to understand the perspectives of others and to articulate value propositions, plans, and proposals in language relevant to the customer, partner or internal stakeholder.
• Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
• Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has a thorough understanding of general business concepts and the economy; able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
• Operational Excellence: Able to show predictability and operational excellence both internally and externally.
• Integrity: Acts with integrity throughout complex situations even if under pressure.

What We Can Offer You:

• Health & Wellbeing: A comprehensive suite of benefits supporting physical, financial and emotional wellbeing.
• Personal & Professional Development: Investment in your career with programs to help you reach your career goals, whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional Inclusion: An inclusive work culture that celebrates individual uniqueness. The flexibility to manage work and personal needs, making bold moves together as a force for good.