Enterprise Account Manager
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Role Description
The Enterprise Account Manager is a critical position in EROAD’s business. As an Enterprise Account Manager at EROAD, you will lead a dynamic portfolio and be responsible for driving growth and renewal across your assigned portfolio. This position offers a unique opportunity to contribute to EROAD's purpose of delivering intelligence you can trust for a better world tomorrow.
The primary responsibility of the Enterprise Account Manager is to grow and renew existing accounts through strategic account management and collaboration with the extended cross-functional team. The ideal candidate will bring a passion for growing a business, an obsession with helping your customers achieve business value, and a track record of building strategic customer partnerships that support you achieving and exceeding your sales goals in a systematic and collaborative manner.
Develop and execute a territory strategy and action plan to win incremental business in your accounts, secure renewals, and achieve/exceed your territory’s booking targets.
Orchestrate complex sales cycles, pre-sales and other key functions to delight your customers.
Cultivate and maintain relationships with key decision-makers and stakeholders across your portfolio to identify and pursue opportunities for growth.
Ensure high levels of customer satisfaction to enable successful contract renewal.
Negotiate favorable pricing and business terms with customers by using value and ROI.
Create comprehensive mutual action plans for key accounts, outlining the steps needed to secure renewals and expand business opportunities.
Work closely with internal teams, including sales operations and product development, to address customer needs and drive business growth.
Monitor and manage the profitability of an assigned customer portfolio, making data-driven decisions around account growth and renewals to maximize revenue and profitability.
Follow the sales process diligently, from lead qualification to deal closure, and collaborate closely with the sales operations team to ensure seamless execution of close plans.
Accurately forecast monthly and quarterly results.
Record and regularly update Salesforce with the status and progress of sales opportunities, ensuring data integrity and compliance.
Create and execute growth plans that deliver predictable growth forecasts and results in line with targets.
Uphold EROAD's values of safety and compliance in all customer engagements.
Promote EROAD's safety-focused solutions and assist clients in understanding and implementing best practices for compliance.
Develop EROAD’s culture of customer-centricity by championing the voice of the customer within the organization.
Qualifications
3+ years exceeding multi-million software/SaaS annual recurring revenue quotas in a direct sales role to enterprise accounts.
5+ years in a key account management role or similar with proven success in growing ARR and expanding into incremental business units.
Consistently #1 or #2 in sales performance.
Past success utilizing value-oriented sales processes and experience in developing and executing enterprise account plans.
Demonstrated financial acumen and ability to analyze customer financial data.
Excellent communication, negotiation, and presentation skills.
Self-motivated, proactive, and results-oriented.
Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
Passion for technology, innovation, and driving positive change in the transportation industry.
Detail oriented and proven ability to successfully deliver projects on time with high quality.
Well-developed sales and effective relationship building skills.
Willingness to travel as needed within the assigned territory.
Benefits
Funded medical insurance plans.
Unlimited sick leave.
Recognition programs.
EAP offerings.
Fun and collaborative workplace initiatives.
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