Account Manager, Enterprise

Job description

**The Role:** At the heart of our organization’s growth strategy is the role of the Enterprise Account Manager. This pivotal position is integral to our mission, focusing on not only nurturing existing relationships but also actively identifying and pursuing new opportunities within our customer base. As an Enterprise Account Manager, you will play a key role in driving business growth by expanding existing relationships and uncovering new areas for collaboration within current customer accounts. In this role, you will lead our business development efforts within a critical portfolio of enterprise accounts, with a strong focus on discovering untapped opportunities and generating business. You will work closely with cross-functional teams to identify growth areas, and maximize account value, all while strengthening our position as a leader in the industry. **Responsibilities:** - **Lead and Influence:** Take charge of managing and closing a pipeline of high-value software license opportunities, leveraging your expertise to drive growth and strengthen relationships with strategic clients. The focus will be to grow current software products licensed along with cross selling more products under the Apryse portfolio. - **Strategic Engagement:** Conduct roadmap discussions and account reviews with key stakeholders, ensuring our solutions align with their long-term objectives. - **Collaborative Solutioning:** Partner with Solution Engineers to gather requirements and craft high-impact solutions tailored to meet the unique needs of Fortune 500 and Enterprise clients. - **Market Insight:** Gain and apply in-depth knowledge of market trends, competitor landscapes, and client needs to position our solutions as the optimal choice. - **Opportunity Identification:** Recognize and capitalize on high-value sales opportunities, developing go-to-market strategies that foster mutually beneficial partnerships. - **Intelligence Gathering:** Utilize various resources to collect and analyze market, prospect, and competitive intelligence to inform your approach and strategy. - **Quota Achievement:** Meet or exceed sales quotas through strategic planning, relationship management, and effective sales execution. **Requirements:** - **Experience:**6+ years of proven success in account management; selling complex B2B software solutions, consistently exceeding multi-year quotas. - The last 3 years focused on managing enterprise accounts and driving new business within those accounts, with a particular emphasis on identifying opportunities for expansion and growth. - **Skills:** Demonstrated expertise in negotiation, communication, and presentation, particularly through digital channels. - **Tools Proficiency:** Skilled in prospecting and utilizing sales tools such as Outreach, Dooly, Sales Navigator, and ZoomInfo. - **Travel:** Light travel to industry events and key client meetings as needed. - **Approach:** A consultative sales approach with a strong ability to engage with technical CXOs and senior executives. - **Team Player:** A driven, accountable individual with a collaborative mindset and a relentless pursuit of success. - **Education:** A degree from a college or university, preferably in a technical discipline. - **CRM Experience:** Proficient in using Salesforce CRM to manage the sales cycle effectively.