We are seeking an Account Manager, Enterprise to bring hyper growth to a selected portfolio of our most important and strategic customer accounts.
Key aspects of the role include
Achieve annual and quarterly revenue targets;
Identify up-, cross-sell and expansion opportunities;
Ensure the delivery of a continuous pipeline of qualified opportunities through various prospecting means, including research, networking, cross-selling, cold calling, exhibitions, partnerships etc.;
Provide timely and accurate pipeline forecasts and reporting;
Organise meetings with right stakeholders to pitch Sales Enablement and the strength of the Showpad platform;
Help steer the creation of high quality sales collateral which can be included in customer specific ABM;
Steer and manage a lead generation plan that can be executed and effectively nurtured by your dedicated BDR;
Develop an account plan and chessboard for each of your key account;
Work with clients to promote Showpad’s product capabilities throughout their business, utilising joint events, marketing strategies, community calls etc.;
Negotiate contracts/SLA’s that achieve company objectives;
Effectively use the resources of the organisation to support the sales process;
Indirectly lead an account support team of technical and customer success resources to help achieve your objectives;
Work with internal teams to ensure complete organisational understanding of client needs;
Support the establishment of strong, lasting client relationships;
Identify and report on market trends, competitor activity, customer demand, buying process developments and other relevant market intelligence.
Key Performance Indicators
Revenue forecasted and achieved on a quarterly and annual basis;
Contribution to overall effectiveness of sales, marketing and service delivery – idea generation, participation with service delivery, effective reporting, commitment to continuous improvement.
Experience, Qualifications and Technical Knowledge
(+) 4 year of experience in selling Software solutions;
Proven track record (+ 3 years) of reaching and exceeding sales targets;
Degree standard, strong verbal numerical skills;
Ability to present well;
Experience at selling to C-level;
Proven abilities in negotiation and closing;
Experience in leading and winning RFPs;
Able to demonstrate ownership and setting of own goals, as well as prioritisation;
Proven abilities in account start up and transfer into account and operational management;
Proven ability to work effectively with a team of people with different skill-sets to progress business opportunities – including presales, customer success, PMs, Product Managers and Operational support teams;
Proven ability to support the achievement of organisational and team goals in a cooperative setting, working smoothly with dispersed, international team and management.
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