Account Manager, Enterprise

Account Manager, Enterprise

Showpad

Ghent, Belgium

About the position

We are seeking an Account Manager, Enterprise to bring hyper growth to a selected portfolio of our most important and strategic customer accounts.

Key aspects of the role include

• Achieve annual and quarterly revenue targets;
• Identify up-, cross-sell and expansion opportunities;
• Ensure the delivery of a continuous pipeline of qualified opportunities through various prospecting means, including research, networking, cross-selling, cold calling, exhibitions, partnerships etc.;
• Provide timely and accurate pipeline forecasts and reporting;
• Organise meetings with right stakeholders to pitch Sales Enablement and the strength of the Showpad platform;
• Help steer the creation of high quality sales collateral which can be included in customer specific ABM;
• Steer and manage a lead generation plan that can be executed and effectively nurtured by your dedicated BDR;
• Develop an account plan and chessboard for each of your key account;
• Work with clients to promote Showpad’s product capabilities throughout their business, utilising joint events, marketing strategies, community calls etc.;
• Negotiate contracts/SLA’s that achieve company objectives;
• Effectively use the resources of the organisation to support the sales process;
• Indirectly lead an account support team of technical and customer success resources to help achieve your objectives;
• Work with internal teams to ensure complete organisational understanding of client needs;
• Support the establishment of strong, lasting client relationships;
• Identify and report on market trends, competitor activity, customer demand, buying process developments and other relevant market intelligence.

Key Performance Indicators

• Revenue forecasted and achieved on a quarterly and annual basis;
• Value and quality of leads and opportunities;
• Client satisfaction – feedback, contract renewal etc.;
• Contribution to overall effectiveness of sales, marketing and service delivery – idea generation, participation with service delivery, effective reporting, commitment to continuous improvement.

Experience, Qualifications and Technical Knowledge

• (+)6 year of experience in selling Software solutions;
• Proven track record (+ 3 years) of reaching and exceeding sales targets;
• Degree standard, strong verbal numerical skills;
• Ability to present well;
• Experience at selling to C-level;
• Proven abilities in negotiation and closing;
• Experience in leading and winning RFPs;
• Able to demonstrate ownership and setting of own goals, as well as prioritisation;
• Proven abilities in account start up and transfer into account and operational management;
• Proven ability to work effectively with a team of people with different skill-sets to progress business opportunities – including presales, customer success, PMs, Product Managers and Operational support teams;
• Proven ability to support the achievement of organisational and team goals in a cooperative setting, working smoothly with dispersed, international team and management.

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