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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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