Enterprise Account Manager

Overview

Develop and nurture strategic partnerships with top-tier commercial clients, acting as a trusted advisor and aligning solutions with their business goals. The role contributes to sales policies and targets and engages internal teams for effective solutions.

What you'll do

• Coordinate and own account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and selling the organization's offerings.
• Identify customer requirements, map them with the organization's capabilities, and choose the respective direct/indirect supply chain.
• Build professional relationships with clients up to the executive level and develop a core understanding of unique business needs.
• Engage with partners to improve win rates on selective deals; achieve and manage quarterly, half-yearly, and yearly sales quotas.
• Develop and execute sales strategies and territory account plans to drive significant revenue growth and expand market share.
• Lead contract negotiations with clients to secure profitable deals while maintaining positive relationships.
• Monitor and analyze sales performance metrics, identify areas for improvement, and implement corrective actions.
• Enter and update opportunities in the pipeline tool; recommend and implement pipeline management practices.
• Leverage existing opportunities to expand into multiple business units within the account.
• Conduct regular business reviews with clients to assess their satisfaction, gather feedback, and identify areas for improvement.

What you'll need

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline, or commensurate work experience or demonstrated competence.
• Typically 4-7 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field; or an advanced degree with 3-5 years of work experience.
• Knowledge and skills in Business Development, Business To Business, Cash Handling, Cash Register, Cold Calling, Conflict Resolution, Customer Relationship Management, Inside Sales, Marketing, Merchandising, Outside Sales, Product Knowledge, Sales Development, Sales Management, Sales Process, Sales Prospecting, Sales Territory Management, Salesforce, Selling Techniques, and Upselling.
• Cross-org skills in Effective Communication, Results Orientation, Learning Agility, Digital Fluency, and Customer Centricity.

Nice to have

• Certified Technology Sales Professional (CTSP).

Details

• Location: Chennai, Tamil Nadu, India.
• Full-time schedule in Sales; no shift premium (India).
• Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitating team decision making.
• Responds to moderately complex issues within established guidelines.