Account Manager

Enavate•Tampa, FL

16d•Hybrid

About The Position

The Account Manager at Enavate will be instrumental in driving existing account growth within a given vertical (e.g., Professional Services, Manufacturing + Distribution). The Account Manager will be responsible for developing long-term, value-added relationships with existing clients. They will focus on nurturing key relationships, understanding core business drivers and identifying opportunities to improve / upgrade their Microsoft ecosystem (e.g., Microsoft Dynamics, Business Central, and Azure). Account Managers will drive increases in client spend and satisfaction and manage the development and execution of incremental sales opportunities, projects, and renewals. They will also own renewals and conduct ongoing discovery with clients, identifying expansion opportunities and navigating relationship management, solutioning, negotiations, and contracting.

Requirements

Demonstrated success in account management with a focus on SaaS or partner sales through increases in total customer spend via cross-sell or upsell.
Experience managing mid-market ($25M - $500M in total revenue) businesses is preferred
Deep understanding of ERP and CRM solutions, preferably within the Professional Services or Manufacturing + Distribution verticals, with a solid grasp of the Microsoft ecosystem
Ability to develop and execute strategic plans that drive results, with a focus on both client satisfaction and revenue growth
Demonstrated persistence generating cross-sell and upsell opportunities to existing clients, identifying and owning all post-close sales opportunities
Excellent interpersonal and communication skills, capable of building relationships with clients and stakeholders at all levels

Responsibilities

Own increases in client satisfaction within designated market vertical among mid-market accounts, ensuring projects are delivered well and achieve intended results
Stay abreast of client needs, anticipating any challenges and proactively proposing relevant offerings to ensure ongoing engagement
Craft and implement an annual sales strategy to drive increases in client spend. Lead the existing account sales process including conducting ongoing discovery, advocating for solutions and projects that fit client’s long-term roadmap, and closing deals
Capture key success factors, best practices, and challenges and relay back to Marketing, Product, and Delivery functions to improve Enavate’s overall approach
Stay informed on industry trends and evolving client needs within given vertical to improve engagement and satisfaction
Conduct credible and engaging quarterly business reviews (QBRs) with clients, including executive-level attendees, to track adoption, satisfaction, and long-term roadmaps
Leverage and improve upon best practices in QBRs, developing proposals, navigating client’s buying process, and coordinating internal resources & stakeholders across an often iterative sales process