Lead Enterprise Account Manager

Cloud Software Group•San Ramon, CA

About The Position

The Lead Enterprise Account Manager will be responsible for developing and executing strategic account plans for assigned enterprise customers in North America. This role drives platform adoption and revenue growth by expanding Enterprise Vault solutions within existing environments. The position involves identifying opportunities for expansion across business units, departments, and group companies, and aligning Enterprise Vault solutions with customers' evolving data compliance requirements, IT strategies, and security priorities. A key aspect of this role is building and maintaining strong relationships with key stakeholders, acting as a trusted advisor, and managing renewal cycles and expansion opportunities to ensure strong retention and long-term customer value. The Lead Enterprise Account Manager will also collaborate closely with internal teams and partners to support complex deal execution and customer initiatives, maintain pipeline accuracy, and provide market insights.

Requirements

5+ years of experience selling enterprise technology solutions to large enterprise customers.
Demonstrated success managing and expanding strategic enterprise accounts.
Experience navigating complex customer organizations with multiple stakeholders and long sales cycles.
Strong relationship-building skills with the ability to engage senior executives and decision makers.
Proven ability to drive customer adoption and expansion within existing accounts.
Experience working collaboratively with technical teams and partner ecosystems.
Excellent communication, negotiation, and account planning skills.
Bachelor’s degree or equivalent experience.

Nice To Haves

Experience selling Enterprise Vault solutions or comparable enterprise platforms such as Veritas, Arctera, Global Relay, Smarsh, Proofpoint, Purview, etc.
Knowledge of data compliance market, regulated industries, and public sector customers.
Experience driving enterprise platform adoption, migrations, or licensing transitions.
Experience working with SI partners, resellers, and distributor ecosystems in North America.
Business-level English proficiency, with the ability to communicate effectively with global stakeholders.

Responsibilities

Develop and execute strategic account plans for assigned enterprise customers in North America.
Drive platform adoption and revenue growth through expansion of Enterprise Vault solutions within existing environments.
Identify opportunities to expand across business units, departments, and group companies.
Align Enterprise Vault solutions with customers evolving data compliance requirements, IT strategies, and security priorities.
Build and maintain strong relationships with key stakeholders including CIOs, IT leadership, security teams, procurement, and business units.
Act as a trusted advisor to customers by understanding their business challenges and strategic priorities.
Establish executive-level relationships to support long-term partnerships and strategic initiatives.
Manage renewal cycles and expansion opportunities to ensure strong retention and long-term customer value.
Identify and develop new use cases and solution opportunities within existing customers.
Drive adoption of the Enterprise Vault platform and related solutions across the enterprise.
Partner closely with Account Technology Specialists and Product Management teams to deliver successful outcomes.
Work collaboratively with system integrators, resellers, and distributor partners to drive customer success and adoption.
Coordinate internal teams to support complex deal execution and customer initiatives.
Maintain a disciplined approach to pipeline development, deal execution, and forecasting accuracy.
Manage complex enterprise sales cycles involving multiple stakeholders and decision makers.
Track progress against account plans and revenue targets.
Provide insights on customer needs, market trends, and competitive landscape.
Contribute feedback to internal teams to support go-to-market strategy and product evolution.