Enterprise Strategic Account Executive

Enterprise Strategic Account Manager

We are seeking a highly motivated and results-driven Enterprise Strategic Account Manager to join our team at Sopheon. As an Enterprise Strategic Account Manager, you will play a crucial role in cross-selling and upselling our innovative solutions to retain and expand existing customer accounts. Leveraging your expertise and the tools available such as Salesforce.com, ZoomInfo, and HubSpot, you will drive business growth and foster long-term customer success.

Responsibilities:

1. Develop and execute account strategies: Create and implement strategic account plans to maximize revenue opportunities, drive customer satisfaction, and achieve business objectives.
2. Cross-selling and upselling: Identify and pursue upsell and cross-sell opportunities within existing customer accounts, demonstrating the value and benefits of our solutions to drive incremental revenue.
3. Build and maintain strong customer relationships: Establish and nurture relationships with key stakeholders, becoming a trusted advisor and strategic partner for our customers.
4. Account retention: Proactively engage with customers to ensure a high level of satisfaction and success, leading to strong account retention rates of 90% or higher.
5. Expansion and growth: Drive account expansion by understanding customer needs, aligning our solutions to their business goals, and presenting compelling value propositions.
6. Forecasting and pipeline management: Maintain accurate and up-to-date account records in CRM, track sales activities, and manage the sales pipeline to achieve targets and ensure visibility into future opportunities.
7. Collaboration and communication: Work closely with internal teams, including Sales, Customer Success, and Product Development, to align account strategies, resolve customer issues, and ensure a seamless customer experience.
8. Achieve revenue targets: Consistently meet or exceed sales quotas, striving for 110%+ Net Revenue Retention (NRR) by driving both expansion and retention within assigned accounts.

Requirements:

1. Proven experience: Minimum of 3 years of successful sales or account management experience in the enterprise software industry, focusing on cross-selling and upselling to existing accounts.
2. Strong sales acumen: Demonstrated ability to identify customer needs, present solutions, and close high-value deals, with a track record of consistently achieving or exceeding sales targets.
3. Relationship management skills: Excellent interpersonal and communication skills, with the ability to build strong relationships, influence key stakeholders, and navigate complex organizational structures.
4. Technology proficiency: Experience leveraging CRM systems (e.g., Salesforce.com), prospecting tools (e.g., ZoomInfo), and marketing automation platforms (e.g., HubSpot) to manage and track sales activities effectively.
5. Strategic mindset: A strategic thinker with the ability to understand customer business challenges, align our solutions to their needs, and develop comprehensive account plans to drive growth and expansion.
6. Customer-centric approach: Strong commitment to customer success and satisfaction, with the ability to anticipate customer needs, address concerns proactively, and build long-term partnerships.
7. Results-driven: Self-motivated, goal-oriented, and able to thrive in a fast-paced, target-driven environment, consistently delivering high-quality results.
8. Analytical skills: Strong analytical and problem-solving abilities, with the capacity to analyze data, identify trends, and leverage insights to drive informed decision-making.