Account Manager, Enterprise

5 months ago

Oakville, Canada Euna Solutions Full time

Salary:
**The Opportunity**

You will collaborate internally across Customer Success, Sales, and Product to maintain and expand our customer base.

This position reports into the Senior VP, Sales & Customer Expansion.

**What you'll do**:

- Account & Relationship Management
- Manage a book of business of existing Tier 1 clients to effectively renew, cross sell and upsell in line with individual targets
- Manage deep and complex relationships within our target accounts, and be comfortable managing relationships at the C-Suite (CFO, CAO, City Manager, Mayor) as well as LOB leaders and users
- Research accounts, identify key champions, generate interest and obtain business requirements
- Cross functional collaboration
- Develop renewal plans with customer success to maximize expansion and help introduce new usage, tools, and products to current clients
- Help manage and execute QBRs (Quarterly Business Reviews) with customer success to drive deeper value-based conversations with our customers
- Work closely with marketing on targeted account strategy and ABM programs
- Coordinate internal resources to solve client's issues and execution of service agreements
- Sales Process
- Collaborate with the customer success, marketing, sales, and implementation teams to prepare and deliver compelling presentations and demonstrations of additional software products and services to clients, highlighting their value and benefits.
- Conduct product demonstrations as needed, displaying a strong aptitude across several solutions
- Engage in team-based selling by engaging the broader team to support your goals. Managing the extended team internally, aligning resources and responsibilities and project managing the opportunity resources are key to this role.
- Run a deep and thoughtful discovery process that is based on client outcomes and allows you to present and demonstrate value for the needed solutions
- Build Account Plans for Tier 1 accounts to align Euna business activity, resources and ongoing investments
- Manage and maintain accurate leads, opportunities, and account information withinSalesforce
- Pipeline & Quota Attainment
- Generate qualified cross-sell and upsell opportunities with existing Euna clients, consistently meeting or exceeding sales targets and revenue goals.
- Maintain accurate and up-to-date records of sales activities, opportunities, and forecasts, utilizing CRM software to manage and track customer interactions, ensuring effective pipeline management.
- Provide executive deal and account reviews internally to the business (CEO, CRO, SVP Sales)
- Achieve or exceed monthly and quarterly targets
- Competitive
- Pursue and increase knowledge of key competitors to ensure that our value proposition is effectively communicated to customers
- Travel to client onsite visits as needed (25%+)

**What we're looking for**:

- BA/BS or equivalent experience preferred
- 8+ years of successful software sales, preferably B2B with a focus on the public sector
- Proven success and over achievement with large Enterprise quotas
- Proven success closing large 6 figure and 7 figure deals
- Excellent communication, presentation, and negotiation skills
- Ability to build and maintain long-term relationships with clients
- Proactive and self-motivated with a results-driven mindset
- Exceptional problem-solving and analytical abilities
- Familiarity with CRM software and sales pipeline management tools
- Knowledge of the public sector, including government procurement processes, regulations, and compliance, is a plus
- Willingness to travel as required to meet with clients
- Experience coordinating large teams internally and cross functionally
- Experience selling across divisions, departments and going deep into organizations
- Experience with complex, consultative sales based on deep discovery
- Experience selling and working with large SOWs and professional services delivery as part your deal framework and motion
- Ability and resilience to work in a fast-paced sales environment
- Ability to develop trusted relationships
- Proficiency with Microsoft Office products and online collaboration tools
- Experience with CRM and opportunity management systems, preferably Salesforce

**Location & Travel**

**What It's Like to Work at Euna Solutions**

At Euna Solutions, we carefully foster a work environment where employees have a safe space for creative and intellectual freedom, and the opportunity to work cross-functionally. We offer a dynamic environment with considerable opportunity for professional growth and advancement.

Here are some of the perks that Euna employees enjoy:
Competitive wages
We pay competitive wages and salaries, and we only expect an honest 40-hour week for it.
- ️ Wellness days

What's better than a long weekend? An extra-long weekend This summer let's begin and end the summer with an extra day on top of the long weekend (July and Sept) An extra day to decompress and spend time doing the things you lov

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