Enterprise Account Manager (HF1306001) in London

An Enterprise Account Manager is responsible for the growth and retention of our largest and most strategic accounts. They build and maintain strategic, high-value client relationships within these accounts to drive revenue growth through upselling, cross‐selling and nurturing long‐term partnerships.

Key responsibilities include:

• Developing territory plans and strategic account maps.
• Acting as a client liaison.
• Managing the sales pipeline.
• Coordinating with internal teams.
• Leading regular client business reviews.

This role requires strong communication, negotiation and strategic planning skills, along with a deep understanding of client business objectives and industry trends.

Responsibilities:

• Maintain a clean and accurate, up‐to‐date pipeline of 30+ accounts, ensuring all customer and sales activity data is accurately entered and maintained in Salesforce.
• Accurately forecast a pipeline of renewal and expansion opportunities, efficiently working the pipeline to achieve monthly team sales targets.
• Create and maintain a full territory plan and set up account maps for all strategic accounts; identify and fill any data gaps.
• Regularly review and determine key decision‐makers and executives in all accounts and establish and maintain strong, trusted relationships.
• Identify opportunities for upselling and cross‐selling to expand existing accounts through regular touch points with key contacts.
• Liaise with clients via email and phone calls, and prepare and deliver regular business reviews and performance reports.
• Address client issues, concerns and requests via email and phone calls promptly and professionally.
• Work collaboratively with other sales department members, as well as legal, operations and product, to provide feedback and ensure a smooth customer experience.
• Stay informed about industry trends, market conditions and competitor activities to provide valuable insights and solutions to clients.

Skills:

• Proven track record of meeting and exceeding sales targets.
• Ability to assess and prioritise work in a fast‐paced environment, competently managing multiple client accounts and projects simultaneously.
• Ability to work effectively both independently and collaboratively within a sales team and with other departments.
• Excellent written and verbal communication skills to build rapport and trust with clients.
• Strong ability to engage clients, understand their needs and effectively communicate our value proposition.
• Understanding of our products, services and their application within the client's industry.
• Ability to develop and execute long‐term account strategies.

Knowledge:

• Expert knowledge of CRM systems, Salesforce especially useful.
• In‐depth knowledge of sales methodologies.
• Knowledge of the software industry beneficial.

Behaviours:

• Use analytical skills to find existing details of clients and uncover new contacts.
• Manage full account portfolio and all opportunities with a high level of attention to detail.
• Manage pipeline with efficiency and accuracy according to priorities based on close date, size of deal and client.
• Communicate professionally and competently with clients via email, calls and business reviews.
• Collaborate with the wider Sales/Operations Team, contributing ideas and assisting other team members as appropriate.
• Provide internal feedback and suggestions on sales processes and systems.
• Collate trends from client feedback and escalates this internally.
• Motivate and manage themselves without requiring intervention from a manager.