From maker to market, Encompass is revolutionizing how technology supports the modern beverage industry–from winemaking with our vintrace solution to beverage production and distribution with our Encompass solutions, we are unlocking new levels of growth and efficiency for our customers across the entire three-tier beverage supply chain. Join our team of technology & beverage professionals as we drive innovation and modernization in one of the world’s oldest, and most passionate industries.
Your Impact at Encompass
We are seeking an experienced Enterprise Account Manager to join our team and focus on expanding relationships with our existing Enterprise customers. This role requires a strategic, growth-oriented professional with a proven track record in account management, particularly in scaling customer relationships and increasing overall customer spend year over year. Prior experience working with producers of wine, beer, spirits or other beverages or beverage wholesalers is highly desirable but not required.
As the primary point of contact for a portfolio of Enterprise clients, you will be responsible for driving revenue growth, enhancing customer satisfaction, and developing long-term account plans that align with the customers’ evolving needs.
What You'll Do:
Account Growth & Expansion:
- This is an individual contributor role.
- Develop and execute account growth strategies for existing Enterprise customers, focused on expanding product adoption, upselling, and cross-selling opportunities.
- Build deep, strategic relationships with key stakeholders to understand their business needs and align our solutions accordingly.
- Regularly engage with customers to review performance, identify opportunities for growth, and ensure overall satisfaction with our solutions.
Account Planning & Strategy:
- Lead comprehensive account planning efforts, including setting objectives, timelines, and growth initiatives for each customer.
- Analyze customer data to identify trends, risks, and opportunities for additional value creation and portfolio expansion.
- Collaborate with internal teams such as product, marketing, and customer success to support customer growth and enhance the overall account experience.
Revenue & Performance Management:
- Own and manage revenue targets for a defined portfolio of Enterprise customers, ensuring consistent year-over-year growth.
- Track and report on key account metrics, including renewal rates, upsell opportunities, and overall customer health.
- Develop and implement strategies to mitigate churn and improve long-term retention rates.
Customer Advocacy:
- Act as the voice of the customer internally, providing feedback and insights to help shape product development and business strategies.
- Ensure customer satisfaction through proactive communication, troubleshooting issues, and delivering value in every interaction.
What you'll bring to Encompass
Preferred Qualifications and experience required for success in this role include:
- Strong understanding of Enterprise-level sales and account management processes, including account planning and stakeholder management.
- Demonstrated ability to build and execute strategic account plans that result in measurable business growth.
- Excellent communication, relationship-building, and negotiation skills.
- Data-driven and analytical, with the ability to use customer insights to drive decision-making.
Education and Experience
- 5+ years of experience in Enterprise SaaS account management, with a proven track record of growing existing customer relationships and increasing revenue.
- Experience managing accounts in the beverage alcohol industry (wine, spirits, beer) is a significant plus.
- Knowledge of ERP or related Enterprise software solutions.
- Familiarity with CRM tools (Salesforce, HubSpot preferred) and sales enablement platforms (Gong, Challenger preferred).
Additional Details
Compensation: This role will receive a competitive salary + commission + benefits. The total compensation for US-based employees located in the below markets may expect offers in the ranges for this role.
US annual base compensation: $50,000 to $70,000 annually + Sales Commission Plan. A variety of factors are considered when determining someone’s compensation, including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed above based on these considerations.
Location: We are a hybrid organization and are open to remote work. Our corporate office is located in Fort Collins, CO.
Travel: This position will require overnight travel to customer sites and to corporate offices. Additional travel could include attendance of conferences and trade shows.
Our values shape the way we work together and serve our customers. They provide insight into our goals of disrupting the industry, figuring out better solutions, and doing so as part of a fast-paced, cohesive, fun-loving, and supportive team.
- Do the Right Thing
- Win Together
- Iterate & Learn
- Own It
- Be You
BeYou@Encompass
At Encompass, we aim for all of our employees to feel engaged, valued, and free to be who they are at work. We celebrate multiple approaches and points of view. We are committed to growing and empowering a diverse and inclusive community and believe that a team that works together with diverse lived experiences will strengthen our organization.
We are proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
Top Skills
What We Do
Encompass digitally connects the beverage supply chain from end-to-end, providing Enterprise Resource Planning (ERP), CRM, eCommerce, and data and insights solutions uniquely designed for beverage producers/suppliers, distributors, and retailers. We know technology is the key to driving business growth in a fast-changing market. Together, with our open ecosystem of partners, our cloud-native, secure, and compliant solutions are optimized for continuous innovation.
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