About this role
The Enterprise Account Manager is responsible for maintaining and growing existing enterprise clients and creating net new sales within a defined territory. The role requires heavy prospecting, consultative selling, accurate pipeline/forecast reporting in Salesforce, and presenting value propositions to senior-level executives to negotiate and close deals.
Key Responsibilities
- Maintain and grow existing clients and create net new sales
- Develop and execute sales plans and exceed sales goals through prospecting, qualifying, managing, and closing
- Develop and manage sales pipeline to meet monthly, quarterly, and annual revenue quotas
- Conduct heavy prospecting via phone, email, marketing campaigns, and referrals
- Report pipeline and forecasts in Salesforce: The Customer Company while coordinating product support and sales engineering
Technical Overview
This is primarily a sales role for a reporting, analytics, and performance management software company. The technical scope is limited to coordinating product support and sales engineering during the sales cycle and using Salesforce for pipeline and forecasting.
Ideal Candidate
The ideal candidate is an Enterprise Account Manager who has experience maintaining and expanding existing clients while also generating net new sales. They are strong at building strategic, long-term relationships with corporate leaders, running sales pipeline and forecasting in Salesforce, and closing deals through consultative value proposition presentations to senior-level executives.
Must-Have Skills
Create strategiclong-term relationships with corporate leaders across your territoryMaintain and grow existing clients and create net new salesDevelop and execute sales plans and exceed sales goalsDevelop and manage sales pipeline to meet or exceed monthlyquarterlyand annual revenue quotasHeavy prospecting of customers (phoneemailmarketing campaignsreferralsetc.)Coordinate resources throughout the sales cycle including product support and sales engineeringMeet with and present value propositions to key clients and senior-level executives to negotiate and close dealsManage and track customer information and provide regular reporting of pipeline and forecasts in Salesforce: The Customer Company
Tools & Platforms
Salesforce: The Customer CompanySalesforce
Required Skills
Enterprise account managementNet new salesStrategic long-term relationshipsSales pipeline managementProspectingLead qualificationManaging and closing sales opportunitiesValue proposition presentationsNegotiationSalesforce reportingForecasting
Hard Skills
Account managementEnterprise salesNet new salesStrategic relationship buildingSales prospectingQualifying leadsManaging and closing sales opportunitiesSales pipeline managementForecastingRevenue quota attainmentHeavy prospecting (phoneemailmarketing campaignsreferrals)Value proposition presentationsNegotiating and closing dealsConsultative sellingCross-functional coordination with product support and sales engineeringCRM reportingSalesforce: The Customer CompanyTerritory managementSales planningManaging customer information
Soft Skills
Relationship buildingCommunication with corporate leadersExcellent communication with managementcustomersand support staffProactive opening of doors in a new business environmentTeam collaborationPresentation skillsLeadership presence with senior-level executivesCustomer focus
Keywords for Your Resume
Enterprise Account ManagerEnterprise salesAccount Managernet new salesstrategic relationshipssales plansexceed sales goalssales pipelinerevenue quotasmonthlyquarterlyannual revenue quotasprospectingqualifyingmanaging and closing sales opportunitiesphoneemailmarketing campaignsreferralsvalue propositionnegotiate and close dealsconsultative approachSalesforce: The Customer Companypipeline and forecastsproduct supportsales engineeringenterprise account managementcorporate leaderssenior-level executivesterritorySalesforceforecasting
Deal Breakers
Must have experience with Salesforce (explicitly: Salesforce: The Customer Company) for pipeline and forecast reporting, Must have experience prospecting and closing deals (phone, email, marketing campaigns, referrals)
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