Install Base Account Executive 4 ENT

UKG•,

15h

About The Position

The Retail Enterprise Customer Account Manager sells UKG’s full suite of products to enterprise retail named accounts in an assigned geographic territory. The role focuses on building and growing existing customer relationships, understanding customer business requirements through consultative selling, and recommending software solutions that support customers’ business objectives. The position works with internal stakeholders and UKG executive sponsors to strengthen customer relationships, manage account health, and drive sales growth.

Requirements

At least 5 years of experience driving the full-cycle sales management process.
Proven experience with a mix of transactional and strategic deals, including sales cycles of 9–12 months.
Demonstrated ability to exceed a quota of $1 million or more year over year while maintaining a pipeline three times the quota.
Experience selling SaaS solutions; experience in HCM, WFM, Payroll, and HCM add-on modules is preferred.

Nice To Haves

A proven track record of building and growing customer relationships in an enterprise territory.
Experience building strong executive relationships across accounts, including with CHROs, CIOs, CFOs, and COOs.
Strong consultative selling skills and the ability to understand customer and prospect business requirements.
Excellent communication and presentation skills.
Ability to collaborate with internal stakeholders and leverage executive relationships.
Experience with Sandler, Challenger, Powerbase Selling, or a similar sales methodology.
Superior negotiation and written and verbal communication skills.

Responsibilities

Strengthen and expand customer relationships through regular, frequent face-to-face interactions intended to drive sales growth.
Attend industry events, trade shows, and conferences relevant to the customer base.
Develop, use, and maintain a deep understanding of customers’ industries.
Advise, consult, and support customers on best practices and next practices for using and expanding services.
Maintain a greenspace heatmap and run strategic sales campaigns to drive pipeline and bookings in assigned accounts.
Collaborate with internal stakeholders to develop and maintain annual account plans and relationship maps for each assigned account.
Build strong executive relationships across accounts, including with CHROs, CIOs, CFOs, and COOs.
Leverage the sales management team, UKG executive sponsors, and in-person meetings to strengthen customer relationships.
Conduct at least two in-person customer business reviews annually, covering adoption, support, and roadmap discussions.
Share new product offers and innovations during business reviews to drive sales.
Monitor account health, identify risks, and collaborate with appropriate teams on save plans.
Maintain accurate account contacts and sentiment in SFDC, including a rolling four-quarter pipeline.