Enterprise Account Manager
About Soroco :
Specific responsibilities per track include :
EAM, New business
Identify, qualify, and pitch to strong prospects by:
- Conducting or overseeing market research to shortlist prospects
- Completing requisite stakeholder mapping to secure meeting with decision makers
- Preparing and delivering initial pitches to senior-level audiences
- Evaluate and propose either:
- Opportunities for Scout engagements, by explaining the importance of a data-driven approach to planning automation journeys, and drafting the requisite proposal
- Opportunities for automation, by applying your understanding of Soroco tech to demos of customer processes, and drafting the requisite proposal
Close contract for first project by :
- Building relationships with client legal team to work through contracting
- Building relationships with client finance team to sort out pricing terms
- Building relationships with client IT and compliance to resolve an security or infra issues
- Oversee smooth hand-off of first engagement to delivery team and EAE (account growth) by:
- Hosting internal kick-off to review SOW and project goals with delivery team
- Attending initial days of client kick-offs to build continuity
EAM, Account growth
Ensure mutual value realization of initial (and all subject) projects by:
- Clearly defining a customer's goals for the engagement, and treating those goals as your own
- Mapping out escalation protocols in case the goal gets compromised
- Calendaring touchpoints and expectations for each one that helps the customer move closer to his/her goal; incorporate data and analysis into all these sessions, wherever possible
- Promoting adoption and usage of each live automation system by reviewing automated reports against critical KPIs
- Expand initial project into a program (i.e., suite of projects) by:
- Collaborating with economic buyers as well as COE groups to map out a journey for further mutual value realization; enrich these conversations with case studies and marketing
- Assessing and proposing automation projects that help to meet the client's value realization targets
- Leveraging existing relationships with procurement and legal to close necessary contracts
- Ensuring C-suite recognition of all success and future growth plans through:
- Well-timed communication around success moments
- Frequent in-person visits to demonstrate and echo the success stories you've built across the org
- Neutralizing any blockers in the communication chain to the C-level
- Facilitating engagements outside tactical reporting (such as product showcases and executive briefing workshops) to ensure that Soroco shows success both in execution but also though leadership
Experience and skills :
- 10-14 years in software sales or client management, preferably in the software or management consulting spaces
- Extensive experience in Enterprise/Global Management of accounts
- 2+ years managing senior-level relationships and stakeholders, preferably at the EVP and C-suite level
- Outstanding listening skills, target oriented, driven and a genuine interest in partnering with your client on challenging goals, and a passion for customer success
- Excellent data analysis skills, and an ability to learn new technologies and industries quickly
- Outstanding ability to communicate clearly and effectively with executive-level sponsors as well as technical practitioners
- BE, MBA would be ideal
Didn’t find the job appropriate? Report this Job