Enterprise Account Manager - EMEA

Description

Join this unique opportunity to be an Enterprise Account Manager in the Benelux region!

We are looking for an Enterprise Account Manager to create long-term, trusting relationships with our customers. The Enterprise Account Manager’s role is to oversee a portfolio of assigned customers, develop new business from existing clients and actively seek new sales opportunities.

About The Role

• Strategic Portfolio Development: Proactively identify and develop new business opportunities within the assigned portfolio, focusing on strategic upselling and cross-selling initiatives.
• Key Account Relationship Management: Establish and cultivate strong, long-term relationships with key client stakeholders, serving as a trusted advisor.
• Quarterly ARR Achievement: Drive and achieve quarterly Added Annual Recurring Revenue (ARR) targets, demonstrating a clear contribution to revenue growth.
• Accurate Forecasting and Performance Tracking: Develop and maintain accurate forecasts, tracking key account metrics to ensure predictable and consistent performance.
• Contract Negotiation and Agreement Closure: Negotiate and finalize contracts to maximize profitability and achieve mutually beneficial outcomes.
• Executive Stakeholder Engagement: Develop and maintain trusted advisor relationships with key account executives and stakeholders.
• Transparent Communication and Reporting: Provide clear and concise communication regarding monthly and quarterly initiatives to both internal and external stakeholders.
• Cross-Functional Collaboration: Collaborate effectively with supporting functions, including Customer Success Management and Renewal Management, to identify opportunities, enhance account adoption, and ensure client retention.
• Primary Commercial Contact: Serve as the lead point of contact for all commercial matters related to assigned accounts, ensuring timely and effective resolution of issues.
• Escalation Management: Effectively manage and resolve challenging client requests and escalations, ensuring client satisfaction.
• Regional Business Travel: Undertake necessary business travel within the assigned region to support client relationships and business development.

Requirements

• At least 3+ years of experience in account management within a SaaS company - MUST
• Proven track record of meeting and/or exceeding sales targets and quotas - MUST
• High-level English - MUST
• Experience selling multi-product solution - advantage
• Successfully sold into the Benelux region - advantage
• Customer-centric & goal oriented
• Positive attitude, empathy, and high energy
• Excellent communication, organizational, and problem-solving skills and are able to adapt to a fast-paced environment

Social Title
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Social Description
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Our Team
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Position Type
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About The Team (Internal)

Team structure:

Hiring Manager: Amir Szuster

Team (size, roles, location): TLV, team of 6 AM (3 MM, 3 ENT)

Region: BNLX

Reason of hiring (growth/backfill & why): backfill

Role responsibilities:

D2D:

• managing a book of business (around 30 accounts; between 2M-2.5M USD)
• upsells & crossells
• collaboration with CSM, SE, implementation manager
• avg deal sizes 35k-40k USD
• avg sales cycle of 2-3 months
• webinars/events, face2face meetings (when needed)

KPIs: net new ARR

Desired profile:

Must Have:

• AM experience - at least 3 years
• full sales cycle exp
• Native English level
• SaaS
• planning and strategizing a book of business/territory

Nice to Have:

• Dutch language & French
• outbound experience

Role challenges: managing the internal stakeholders and resources while pushing the deals

Role selling points: tech forward territory (tech savy) , lots of growth potential within BNLX (we have a footprint but there's so much more in the market) ; there's 100s of ENTs current clients already

Internal requirements
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