Enterprise Account Manager

• Develops long term sales pipeline to increase the company’s market share in specialized areas
• Uses specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty areas
• Sets direction for business development and solution replication
• Creates and grows reference customers
• Sells complex products or solutions to customers on a partnership basis
• Establishes a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry
• Maintains and use overall cross-portfolio knowledge to support account leads with integration of solutions
• Contributes to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities
• Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives

• University or Bachelor’s degree
• Advanced University or MBA preferred
• Directly related previous work experience
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface
• Prior selling experience includes multiple, diverse set of selling responsibilities
• Viewed as expert in given field by company and customer
• Considered a mentor of selling strategy, including designing strategy
• Typically, 12+ years of related sales experience
• Is considered a master in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large, complex solutions
• Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account
• Uses expertise specialty, consultative solution selling and business development skills to align the client’s business needs with solution
• In-depth knowledge of client’s business, organizational structure, business processes and financial structure
• Considerable knowledge of the customer’s infrastructure and architecture
• Demonstrates leadership and initiative in successfully driving full portfolio including hardware, software and services needed for the customer’s requirements
• Strategic planning on a business development level
• can build an effective business case reflecting the value of an appropriate strategy
• Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream
• Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client
• Works with the account team to build an effective account plan and strategy to drive incremental revenue in the account
• Successful partner engagement experience
• Works effectively with our partners to drive additional revenue
• Understand and sells high value software solutions
• Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition
• Promotes services as part of all strategic opportunities
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions

Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion