Director, Enterprise Account Management

Company Description

At Revalize, we build the software and technology that powers sales of manufactured, complex products. Our customers rely on our software to select and sell everything from commercial ovens, to specialized pumps and valves, to grain elevators, and more. We are the global leader in sector-specific software solutions that help manufacturers optimize revenue operations through design applications, engineering simulations, product selection, CPQ, PIM, visualization, and data analytics.

Headquartered in Jacksonville, FL, we serve over 20,000 customers across the globe.

Revalize is a portfolio company of TA Associates and HG.

Job Description

Summary

Revalize is seeking a Director, Enterprise Account Management with an exceptional track record of success to help earn meaningful software bookings growth and retention from our highest potential customers globally. You will work closely with the Chief Revenue Officer, the executive leadership team, and the Customer Success Management team in developing and executing this customer growth strategy. The Director, Enterprise Account Management at Revalize is responsible for the achievement of bookings and retention targets from key existing customers while achieving world class margins.

The immediate focus for the role will be to identify opportunities and drive significant account growth in key customers. The Director, Enterprise Account Management will act as a trusted advisor with customers to successfully close increasingly complex sales.

Duties and Responsibilities:  

• Manage sales planning and sales execution with existing enterprise customers 
• Achieve account growth objectives across assigned portfolio
• Manage a healthy pipeline of opportunities to drive consistent results 
• Forecast account level retention and sales
• Create business plans for assigned accounts including, but not limited to opportunity development, competitive strategies and targets 
• Build strong business relationships and formulate account strategies and plans to continuously strengthen relationships within assigned accounts.
• Continuously develop and expand a network of key opinion leaders/stakeholders within assigned accounts 
• Track and communicate market trends to/from the field including competitor data, and develop and lead effective counter-strategies 
• Maintain up to date detailed knowledge of our offerings 
• Analyze existing relationship dynamics (relationship mapping, value realization, service and support.)
• Be able to present and discuss the value creation benefits of our solutions in terms which are relevant to customers
• Maintain up to date market and competitor knowledge related to our product/solutions/services 
• Continuously update your understanding of the customers’ changing and/or operational issues and challenges 
• Drive senior management and C-level conversations that successfully communicate (with robust data and analytics) the value we are providing and the associated value realization for the customer 

Qualifications

Skills Required: 

• Excellent time management, resource organization and priority establishment skills, and ability to multi-task in a fast-paced environment with attention to detail 
• Excellent communication skills, including writing, articulating, listening, and questioning skills; must be fluent in English 
• Proficiency with computer applications, computer-based sales tools, and SaaS business applications 
• Ability to effectively influence and guide clients to optimal business outcomes 
• Ability to understand and navigate through complex political environments and corporate structures 
• Proven relationship-building skills 
• Ability to effectively interface with all levels inside and outside the company, including senior management 
• Ability to travel to on-site presentations 

Qualifications Required: 

• Demonstrated ability to successfully grow enterprise software customer relationships by 2x+
• Ability to understand a customer’s business and leverage internal and external data to present a quantitative view of the value provided
• Strong leadership skills required to manage relationships with all levels of assigned accounts 
• A self-starter with an entrepreneurial mindset who is motivated and will take ownership of the accounts assigned 
• Experience in a fast-paced environment 
• Able to engage C-suite level technical and business stakeholders 
• Global Enterprise account management experience
• Ability to travel up to 40% of the time.

Additional Information

Working hours for US-based roles are 8-5ET.

Working hours for EMEA-based roles are 8-5 CET

All applicants will be required to take a recorded 30-minute pre-employment assessment. 

All your information will be kept confidential according to EEO guidelines.