Enterprise Account Manager/Territory Manager

• Responsible for creating and driving their sales pipeline
• Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow-up by others
• Maintains knowledge of competitors in account to strategically position the company’s products and services better
• Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit
• Provide support to Account managers and provide input regarding business development and solution expertise
• Development of quota objectives and future direction for defined product category
• Some specialists also responsible for selling outsourcing deals
• Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry
• May invest time working with and leveraging external partners to deliver sale
• For Services Consultants: Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher-total contract-value renewals
• Directs or coordinates supporting sales activities

• University or Bachelor’s degree / directly related previous work experience
• Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface
• Extensive selling experience within industry and on similar products
• Typically 8-12 years of advanced sales experience
• Project management skills required
• 2-3 years of product sales in the desired specialty

Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity

• Health & Wellbeing
• Personal & Professional Development
• Diversity, Inclusion & Belonging