Account Manager, Enterprise

Account Manager, Enterprise

Location: This role requires in-person collaboration at our Boston Hub’s co-working space two times per month

About Showpad

Founded in 2011, Showpad provides the leading Enablement Operating System (eOS). The Showpad eOS® unites marketing and sales teams to deliver revenue-driving experiences. We help your teams empower sellers with relevant content and training to engage buyers and close sales with confidence. 

Showpad supports strategic alignment and efficiency across revenue teams. We partner with organizations of all sizes and maturity levels in more than 50 countries, including Dow, GE Healthcare, Dupont, and Coca-Cola EuroPacific Partners. 

Showpad is dual-headquartered in Chicago, IL and Ghent, Belgium and powered by a diverse global workforce. For more information, visit showpad.com.

About the position

We are seeking an Account Manager, Enterprise to bring hyper growth to a selected portfolio of our most important and strategic customer accounts.

Key aspects of the role include

• Achieve annual and quarterly revenue targets
• Identify up-, cross-sell and expansion opportunities 
• Ensure the delivery of a continuous pipeline of qualified opportunities through various prospecting means, including research, networking, cross-selling, cold calling, exhibitions, partnerships etc.
• Provide timely and accurate pipeline forecasts and reporting
• Organise meetings with right stakeholders to pitch Sales Enablement and the strength of the Showpad platform
• Help steer the creation of high quality sales collateral which can be included in customer specific ABM
• Steer and manage a lead generation plan that can be executed and effectively nurtured by your dedicated BDR
• Develop an account plan and chessboard for each of your key account
• Work with clients to promote Showpad’s product capabilities throughout their business, utilising joint events, marketing strategies, community calls etc.
• Negotiate contracts / SLA’s that achieve company objectives
• Effectively use the resources of the organisation to support the sales process
• Indirectly lead an account support team of technical and customer success resources to help achieve your objectives
• Work with internal teams to ensure complete organisational understanding of client needs
• Support the establishment of strong, lasting client relationships
• Identify and report on market trends, competitor activity, customer demand, buying process developments and other relevant market intelligence

Key Performance Indicators

• Revenue forecasted and achieved on a quarterly and annual basis
• Value and quality of leads and opportunities 
• Client satisfaction – feedback, contract renewal etc.
• Contribution to overall effectiveness of sales, marketing and service delivery – idea generation, participation with service delivery, effective reporting, commitment to continuous improvement

Experience, Qualifications and Technical Knowledge

• (+)6 year of experience in selling Software solutions
• Proven track record (+ 3 years) of reaching and exceeding sales targets
• Degree standard, strong verbal numerical skills
• Ability to present well
• Experience at selling to C-level
• Proven abilities in negotiation and closing
• Experience in leading and winning RFPs
• Able to demonstrate ownership and setting of own goals, as well as prioritisation
• Proven abilities in account start up and transfer into account and operational management
• Proven ability to work effectively with a team of people with different skill-sets to progress business opportunities – including presales, customer success, PMs, Product Managers and Operational support teams
• Proven ability to support the achievement of organisational and team goals in a cooperative setting, working smoothly with dispersed, international team and management

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