Enterprise Account Manager

Position Summary

Selling into a designated sales territory, the Enterprise Account Manager is the initial and major point of contact for customers. They work closely with the presales teams as the door opening sales specialist to offer a compelling value proposition that sets the company's product line apart from the competitors. The Enterprise Account Manager is also tasked with both extending the company's client base into unexplored regions and replacing rivals from previously affiliated businesses.

Roles and Responsibilities:

  • Vast strategic development of projects aimed at specific customers and markets, demonstrating extensive capabilities as a sophisticated solution provider and aggressively driving increasing market share. Prospecting for new clients can help you maximize your sales activity and meet your quotas.
  • Connect with customers at all levels, including "C" level connections, and leave a footprint across the customer organization, tailoring the dialogue to the audience.
  • By gaining a comprehensive grasp of the customer's qualitative plans and initiatives that communicate their company's goals, you may see chances and value for them. Provide key customer insights that result in best-in-class credibility and contribute to the company's market leadership position.
  • Grow the addressable market by identifying the major accounts in the region as a dynamic "hunter" and demand creator. Establish multi-year business strategies with the target accounts to generate substantial income. Create road plans for large-scale account installations of our systems and services.
  • Experienced in mapping current Partners' and Strategic Alliance's strengths to key goal areas and finding gaps. To facilitate sales and develop alliances and collaborations, build a network of ties.
  • Drive and lead the sales, presales, engineering and support efforts to achieve business goals.
  • Initiate and support, develop and monitor purchasing agreements with the customer.

Requirements and Competencies:

  • At least 10 years’ experience of sales in technology company selling complex software solutions to customers, preferably contact centers sales.
  • Demonstrated experience of doing several large deal transactions, $500K+ each. Able to manage multiple, complex sales opportunities simultaneously.
  • Exceptional communication and presentations skills that build confidence and credibility. Possess Inherent self-sufficiency, flexibility and confidence. Highly articulate and able to confidently explain complex models in a clear simplified manner
  • Demonstrated ability to develop relationships with the C-suite executives to articulate business value and influence strategic application of company's solutions
  • Close the deal, identify the opportunity, get the commitment and drive all relevant actions. Also, focus on creating and keeping momentum until deal is closed. Show flexibility when bringing plan to reality and make changes on the spot when needed.
  • Work effectively in a complex organization/matrix in coordinating across multiple functions and the customer and the company's eco-systems.
  • Demonstrate knowledge of managed portfolio and relevant markets, and confidently speak in great detail regarding all of managed products while working in deep collaboration when necessary with the functional, industry or technical partners and establish/maintain strong relationships and professional reputation within the account and throughout the sales cycle.
Note: Only applicants with the right to work in Singapore without visa sponsorship (Citizens/Permanent Residents) may be considered for the role due to local restrictions. Thank you for your understanding in advance.

joseph.lam@adaptivetech.io

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