Enterprise Account Manager - NZ

We are seeking an Enterprise Account Manager to join our team in Auckland. As an Enterprise Account Manager, you will be responsible for creating and driving sales pipelines, capturing leads, and expanding existing opportunities. You will provide client executive leadership, reflecting responsibility for senior client stakeholder engagement, strategic account growth, and executive-level relationship management.

Responsibilities:

• Create and drive sales pipelines
• Capture leads outside of specialization and use closed-loop lead management
• Maintain knowledge of competitors in account to strategically position company's products and services
• Provide support to Account managers and provide input regarding business development and solution expertise
• Develop quota objectives and future direction for defined product category
• Establish professional, working, and consultative relationships with clients up to and including C-level executives
• Invest time working with and leveraging external partners to deliver sales
• Focus on growing contractual renewals for mid-to-large accounts with more complexity
• Direct or coordinate supporting sales activities

Education and Experience Required:

• University or Bachelor's degree in a directly related field
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface
• Extensive selling experience within industry and on similar products
• Typically 8-12 years of advanced sales experience
• Project management skills required
• 2-3 years of product sales in the desired specialty

Knowledge and Skills:

• Expertise in knowledge of products, solution or service offerings as well as competitor's offerings
• Understands industry and market segment in which key accounts are situated
• Understands and applies program/project management methods and processes
• Understands role of IT within area of specialization and how company's solutions differentially address specific vertical industry challenges
• Account planning and accurate account revenue forecasting skills
• Collaborates with management and sales teams in shared accounts
• Cultivates and maintains positive relationships with customers
• Establishes professional working relationship up to executive level with client
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts
• Demonstrates high service or product knowledge and professionalism
• Deep knowledge of products, solution or service offerings as well as competitor's offerings
• Utilizes Siebel as an expert and accurately forecasts business
• Understands and sells high value software solutions
• Leverages services as part of strategic product sales
• Maintains expertise of industry trends, associated solutions, and key partner/ISV solutions