Manager, Enterprise Account Management, Greater Europe

Job Description

Manager, Enterprise Account Management

We are seeking a strategic and results-driven manager to lead

our growing account management team and drive revenue growth by calling on our corporate accounts. The ideal candidate possesses a proven track record of successfully leading a team and growing a portfolio of high-value accounts, exceeding sales targets, and cultivating strong customer relationships. You are a customer-centric leader with exceptional communication, negotiation, and team management skills. 

About the Role 

As a Manager, Enterprise Account Management, your responsibilities will include:

Leadership and Strategy: 

• Develop and implement a comprehensive account management strategy aligned with the Corporates segment's strategy in collaboration with cross-functional teams to drive new customer acquisition, expand customer relationships, and renewal sales within assigned territories.

• Oversee the development and execution of strategic account plans to achieve sales targets, maximize revenue from existing customers, and expand the customer base. 

• Lead, mentor, and manage a high-performing account management team, fostering a positive and results-oriented environment through sales process excellence.

• Establish clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success. 

• Ensure a strategic product mix across the assigned team to achieve company revenue goals and sustainable growth. 

Customer Relationship Management: 

• Foster strong, long-term relationships with key customers and stakeholders, building trust and credibility through consistent communication and exceptional service. 

• Ensure high levels of customer satisfaction and loyalty by addressing customer needs and concerns promptly and effectively. 

• Collaborate with the Customer Success Leader to ensure a seamless customer experience, contributing to customer retention and expansion of the full product portfolio. 

• Collaborate closely with customers to thoroughly understand their business needs, challenges, and goals. 

• Participate in key customer business meetings to ensure alignment with customer goals and objectives, demonstrating a deep understanding of their business. 

Collaboration Internal Partners as a customer advocate: 

• Partner effectively with solution consultants to develop tailored solutions that precisely meet customer needs and requirements. 

• Coordinate seamlessly with professional services teams to ensure timely and successful implementation of solutions, guaranteeing customer satisfaction. 

• Collaborate with the sales team and the Partnerships & Alliances team to develop and execute go-to-market campaigns with strategic partners. 

• Develop strong relationships with key partners, ensuring that the partner metric is consistently met or exceeded. 

• Partner and collaborate with Industry & Product Specialists to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.

• Contribute to the prioritization of features and continuous improvement of our solutions and processes based on market feedback and customer needs. 

Performance Management and Reporting: 

• Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement. 

• Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability. 

• Continuously assess and improve processes to enhance efficiency and effectiveness of the account management team. 

Key Success Measures 

• Sales Performance: Total Revenue, Team Quota Achievement, Average Deal Size, Win Rate, Sales Cycle Length, Revenue Growth, Upsell/Cross-sell Revenue, Net Dollar Retention, Customer Lifetime Value (CLTV), Customer Acquisition Cost (CAC) to CLTV Ratio, Partner Attach Rate, New customer acquisition 

• Leadership and Operational Efficiency: Account Manager Productivity, Strategic Account Planning, Operational Excellence, Team Morale and Turnover, Team Development 

• Challenge & Commit: Embraces challenges, takes ownership, and is fully committed to delivering exceptional results. 

• Growth Mindset: Continuously seeks opportunities for learning and development, embraces feedback, and is adaptable to change. 

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