Enterprise Account Executive – Installed Base - UK
Hybrid
Full Time
Primary Job RoleThe Enterprise Account Executive – Installed Base will focus on growing revenue within Enterprise Analytics' existing UK IFS customer base. This role is ideal for a relationship-driven sales professional with a track record in account management, renewals, or customer success within SaaS/ERP or enterprise software, and the ambition to grow into a senior UK sales leadership role in the future. You will work closely with the UK leadership team, customer success, delivery, and pre-sales teams to protect and grow existing accounts through renewals, upsell, cross-sell, and long-term relationship management.Main Duties & Responsibilities
Account Growth & Retention
- Own a portfolio of existing IFS customers across the UK, acting as a trusted advisor on their ongoing technology journey.
- Identify and pursue upsell and cross-sell opportunities, including additional modules, cloud upgrades, managed services, and proprietary products such as DocuMate and CrystalClear.
- Own the renewal process end-to-end, negotiating contract renewals to meet retention and expansion targets.
- Monitor customer health, adoption, and satisfaction, and proactively address at-risk accounts before they churn.
- Work with pre-sales, customer success, and delivery teams to identify and scope expansion opportunities within existing accounts.
- Prepare proposals, commercial quotations, and business cases for upsell, cross-sell, and renewal opportunities.
- Negotiate pricing, contract terms, and commercial agreements aligned with company policies.
- Maintain accurate account records, renewal pipeline, and forecast updates within the CRM.
Stakeholder Engagement
- Build and maintain strong relationships across the customer organisation, from operational users to CXO and director-level sponsors.
- Collaborate with internal teams including delivery, customer success, support, finance, and global practice heads to ensure a joined-up customer experience.
- Represent Enterprise Analytics at customer events, user groups, and partner forums to strengthen long-term relationships.
Market Insights & Strategy
- Provide insights on customer usage trends, satisfaction, and competitive threats within the installed base.
- Work with the UK leadership team to develop and refine account growth plans and retention strategies.
- Support customer marketing initiatives, reference programmes, and case study development.
Qualifications & Experience
- 5+ years of experience in account management, customer success, renewals, or installed-base sales within SaaS, ERP, or enterprise software.
- Demonstrated success in account growth, retention, and meeting/exceeding upsell or renewal targets.
- Experience managing mid-market or enterprise customer relationships (preferred).
- Familiarity with ERP systems (IFS, SAP, Microsoft Dynamics, Oracle NetSuite, etc.) is highly desirable.
- Strong understanding of customer success principles, value realisation, and consultative account management.
- Strong relationship management, communication, and negotiation skills.
- Ability to understand a customer's evolving business needs and identify genuine expansion opportunities.
- Self-driven, proactive, and comfortable working in a fast-paced, consulting-led environment.
- Capability to manage a diverse portfolio of accounts and multiple stakeholders simultaneously.
- High level of professionalism, resilience, and commercial acumen with a customer-first mindset.
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