Job Description

Job Summary

This role is responsible for developing and implementing strategic plans to drive business growth while fostering strong client relationships with enterprise accounts. The role anticipates client requirements, collaborates with cross-functional teams, and uses consultative selling to identify opportunities aligned with the organization's capabilities. The role maintains a healthy sales pipeline, achieves revenue targets, and provides valuable feedback and insights to the internal teams.

Responsibilities

Develops and executes account business plans including transactional and strategic initiatives to grow the organization's business. Builds strong professional working relationships with clients maintaining a high level of customer loyalty and developing a deep understanding of clients' needs. Utilizes consultative-selling techniques to identify and advance growth opportunities within existing accounts and align the organization's capabilities to client business and IT priorities. Anticipates client needs and facilitates solution development in collaboration with cross-functional teams and industry experts. Leads contract negotiations, pricing discussions, and contract renewals to ensure favorable terms for both the client and the organization. Builds and maintains sales pipeline activity while achieving and/or exceeding revenue and margin quotas using margin management techniques. Provides feedback to internal teams based on client interactions to improve products, services, and processes. Prepares regular reports and presentations for both internal stakeholders and the client to share regular updates on deliverables, roadblocks, etc. Seeks opportunities to enhance the overall account management process and contribute to best practices within the account management team.

Education & Experience

Recommended

Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. Typically has 4-7 years of work experience, preferably in customer relationship management, account management, or a related field or an advanced degree with 3-5 years of work experience.

Preferred Certifications

NA

Knowledge & Skills

Account Management Business Development Business Planning Business To Business Cross-Selling Customer Relationship Management Finance Market Share Marketing Merchandising Product Knowledge Sales Management Sales Process Sales Prospecting Sales Strategy Sales Territory Management Salesforce Selling Techniques Upselling Value Propositions

Cross-Org Skills

Effective Communication Results Orientation Learning Agility Digital Fluency Customer Centricity

Impact & Scope

Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process.

Complexity

Responds to moderately complex issues within established guidelines.

Disclaimer

* This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.