Enterprise Account Manager

3+ years of experience in a B2B software sales role. Track record of successfully exceeding quarterly and annual sales goals. Experience conversing with finance-oriented prospects and operational staff (Office of the CFO/COO preferable). Proven Hunter mentality. Ability to recognize tactical and strategic opportunities. Proven coachability to new methodologies. Adaptable to changing environments. Accustomed to working to a sales methodology (e.g., Miller Heiman, Challenger, SPIN, Medic, Scotsman). Accustomed to high activity numbers and building own pipeline. Ability to present and recognize business value. Experience successfully selling for companies with lesser known or new brands.

Achieve revenue targets from account management and cross-selling across North America. Source leads through prospecting and networking. Understand and articulate value propositions to address prospect business challenges. Territory planning and prioritization. Account research and value hypothesis. Prospecting into the sales territory. Provide guidance to BDRs for prospecting. Qualify business challenges and define requirements. Provide high-level demonstrations. Collaborate with Solution Engineers on solution options. Build business cases. Complete RFPs. Engage multi-stakeholders for scope and costing. Close opportunities. Handle post-sales handover to services. Engage in account management and customer success. Maintain 90% accurate forecasts. Achieve weekly, monthly, quarterly, and annual KPIs. Report and discuss KPIs with line manager. Maintain Salesforce data. Utilize business applications (Salesloft, Zoominfo, LinkedIn). Attend ongoing sales enablement and certification.