Enterprise Account Manager

Summary

Join insightsoftware as an Enterprise Account Manager and cultivate relationships with current customers, managing a multi-state geographic territory. You will maintain and grow existing clients, identifying opportunities to introduce new products and tools. This fully remote role offers uncapped earning potential and excellent training and development. Responsibilities include territory planning, account research, prospecting, and working with solution engineers to provide comprehensive solutions. You will build business cases, complete RFPs, engage multiple stakeholders, and manage the post-sales process. Success requires achieving KPIs and accurate forecasting, along with utilizing various business applications and participating in sales enablement.

Requirements

• 3+ years experience in a B2B software sales role
• Track record of successfully exceeding quarterly and annual sales goals
• Experience and ability to converse with mostly finance oriented prospects and other operational staff (Office of the CFO/COO preferable)
• Proven Hunter mentality that looks for creative methods to open up dialogue with accounts
• Ability to recognize tactical and strategic opportunities at organizations (business acumen)
• Proven to be coachable to new methodologies
• Adaptable to a constantly changing internal (M&A) and external environment
• Accustomed to working to a sales methodology (e.g. Miller Heiman; Challenger; SPIN, Medic, Scotsman, etc)
• Working to High Activity Numbers and accustomed to building own pipeline
• Ability to present and recognize business value to an organization
• Successfully selling for a company with a lesser known or new brand in the marketplace

Responsibilities

• Territory planning and prioritization
• Account research and value hypothesis
• Prospecting into the sales territory
• Providing guidance to BDRs for additional prospecting activity
• Qualification and requirements definition of business challenges
• Dependent on solution, providing high-level demonstrations
• Working with Solution Engineers to provide comprehensive solution options to prospect requirements
• Building business cases in conjunction with the prospect and internal stakeholders
• Completion of RFPs
• Multi-stakeholder engagement, including services team, to define project scope and costing
• Closing of opportunities
• Post-sales handover to services team
• Account management and customer success engagement
• 90% accurate forecasts of deal completion dates and deal values
• Weekly, monthly, quarterly and annual achievement of KPIs
• Weekly reporting and discussion of KPIs to line manager
• Keeping Salesforce up to date with recent engagements, MEDDIC and the like
• Correct use of business applications e.g. Salesloft, Zoominfo, LinkedIn, Conference facilities, mutual action plans, online university and the like
• Attendance and certification in ongoing sales enablement