Enterprise Account Manager (HF1306001)

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:

• Maintaining 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 forecasting a pipeline of renewal and expansion opportunities, efficiently working the pipeline to achieve monthly team sales targets.
• Creating and maintaining a full territory plan and setting up account maps for all strategic accounts; identifying and filling any data gaps.
• Regularly reviewing and determining key decision-makers and executives in all accounts and establishing and maintaining strong, trusted relationships.
• Identifying opportunities for upselling and cross-selling to expand existing accounts through regular touch points with key contacts.
• Liaising with clients via emails and phone calls, and preparing and delivering regular business reviews and performance reports.
• Addressing client issues, concerns, and requests via email and phone calls promptly and professionally.
• Working collaboratively with other sales department members, as well as legal, operations and product, to provide feedback and ensure a smooth customer experience.
• Staying 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:

• Uses analytical skills to find existing details of clients and to uncover new contacts.
• Manages their full account portfolio and all opportunities with a high level of attention to detail.
• Manages their pipeline with efficiency and accuracy according to priorities based on close date, size of deal and client.
• Professionally and competently communicates with clients via email, calls and business reviews.
• Collaborates with the wider Sales/Operations Team, contributing ideas and assisting other team members as appropriate.
• Provides internal feedback and suggestions on sales processes and systems.
• Collates trends from client feedback and escalates this internally.
• Motivates and manages themself without requiring intervention from a manager.