About the role
Account Management Enhance account plans through direct customer facing outcome-focused selling and planning based on customer priorities and industry trends that lead to new opportunity creation Ensure transition of net new opportunities, and work with account teams to drive deal closure Work with account teams and partners to link business outcomes to workloads and corresponding consumption plans leading to accelerated consumption Collaborate with executive customer stakeholders to clearly articulate business value and advance transformation initiatives Leverage network of industry experts & content to stay informed on trends, competitors, and customer priorities to drive deeper, relevant customer engagement Leverage industry and customer insights to influence internal teams, guide customers, and develop competitive solutions that grow revenue Bachelor's degree in Business, Technology, Engineering, IT, Finance, or related fields AND 8+ years of sales experience working with enterprise accounts or federal agencies OR equivalent experience in sales and delivery within technology or business consulting organizations. 5+ years of experience providing recommendations to, or collaborating with, mid-to-senior level executives. 2+ years of experience shaping and or closing large, complex agreements or deals. Proven ability to structure enterprise agreements across multiple products and services that include a mix of licensing, cloud consumption, and support. Industry experience with a deep understanding of the value chain. Experience applying critical thinking and influencing individuals across different organizations, as well as managing situations with ambiguity. Demonstrated executive presence and the ability to establish trusted advisor relationships with senior leaders. Expertise in value-based selling, business case formulation, and quantification of business outcomes. In-depth knowledge of industry-specific business processes and transformation initiatives. Demonstrated Financial Fluency in engaging with CFOs' and their leadership teams. Experience in workshop facilitation, outcome-based selling, basic financial modelling, workshop execution tools like digital whiteboards, leveraging AI for research, building business cases with the ability to communicate ideas through storytelling. MBA or equivalent academic qualification. Experience in strategic account management or customer success roles within enterprise-level organizations, including exceeding quota or attainment objectives. Experience in managing deal flow across sales stages in a customer relationship management toolset. Strategy / digital transformation consulting experience. Innovative problem-solving skills with capability to align diverse stakeholders to shared objectives. Effective communication, collaboration, and leadership skills across geographically dispersed teams. Proficiency in synthesizing complex information and transforming it into actionable insights.
