Main Responsibilities and Required Skills for Enterprise Account Manager
An Enterprise Account Manager is responsible for building and maintaining relationships with large, strategic customers for an organization. They develop executive strategic account plans, manage sales pipelines, and identify new business opportunities. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Enterprise Account Managers.
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Main Responsibilities of Enterprise Account Manager
The following list describes the typical responsibilities of an Enterprise Account Manager:
Accelerate
Accelerate customer adoption through education and engagement.
Achieve
Achieve and surpass sales quotas.
Achieve and exceed monthly, quarterly and annual connection goals.
Achieve monthly and quarterly sales targets for net new monthly recurring revenue sold.
Achieve or exceed the US Enterprise annual financial plans and ROI objectives.
Achieve sales targets and goals.
Advise
Advise on go-to-market releases for features affecting accounts you own.
Analyze
Analyze the impact of market trends and factors on customers.
Assist in
Assist in the development and implementation of marketing plans as required.
Attend
Attend industry association meetings and trade shows as necessary.
Brainstorm
Brainstorm with team members to devise solutions to solve complex challenges.
Build
Build and lead an internal cross-functional selling team to execute account strategies.
Build and lead internal cross functional selling team to execute account strategies.
Build and maintain Account Plans for all major customers.
Build and maintain relationships - also on an executive level.
Build and maintain strong, long-lasting customer relationships.
Build and manage accounts.
Build long-term relationships with new and existing customers.
Build positive relationships with key partners and stakeholders.
Carry out
Carry out duties in compliance with established business policies.
Champion
Champion the customer at all levels internally.
Collaborate
Collaborate and support team / direct reports to develop and execute robust business plans.
Collaborate and support team to develop and execute robust business plans.
Collaborate with other departments to address challenges in product, engineering, etc..
Conduct
Conduct high-level conversations with executives to address business needs.
Conduct needs analysis for client internet services.
Coordinate
Coordinate all appropriate Abbott resources to execute the strategic account plan.
Coordinate Core Diagnostic activities across entire customer network to maximise profitable growth.
Coordinate resources throughout the sales cycle, including product support and sales engineering.
Coordinate sales activities with other field sales reps and managers.
Create
Create and implement sales programs and tools that increase performance within your territory.
Create relationships with key complementary ecosystem partners.
Create sales materials and related documentation.
Cultivate
Cultivate Abbott internal relationships and leverages to drive business objectives.
Demonstrate
Demonstrate value & impact and define success metrics with clients to expand impact.
Design
Design and execute against detailed account plan.
Develop
Develop a business plan and sales strategy for the market that measures attainment of sales goals.
Develop a growth strategy focused both on financial gain and customer satisfaction.
Develop and maintain strategic account relationships in the K - 20 market.
Develop and maintain the relationships within your named accounts.
Develop and manage partner relationships with Enterprise accounts.
Develop a quarterly business plan and strategy for assigned territory.
Develop close plans for targeted opportunities and drive activities to closure.
Develop deeply integrated partnerships maintaining relationships at Executive level & IT Management.
Develop, implement and drive sales strategy across a defined set of Named accounts.
Develop, implement and maintain concrete plans for how the account will achieve targets.
Develop key sales skills by attending sales meetings and participating in training sessions.
Develop long-term client relationships to support renewals and upsell opportunities.
Develop long-term strategic partnerships in support of our key education market segments.
Develop long-term strategic relationships with key accounts.
Develop, prepare, and nurture the customer for advocacy.
Develop relationships with key partners for growth of our products and services.
Develop sales strategies to penetrate new accounts.
Develop strategic account plans for achieving goals including sales and margin.
Develop strategy and focus to displace competitors.
Develop strong pipeline & business on the French Public sector including Government & Defense.
Document
Document progress and sales cycle.
Drive
Drive adoption of Green Street's platform through direct meetings and user training.
Drive and execute on the Sales strategy for Government in Area West.
Drive demand generation programs with Carbon Black partners.
Drive revenue and market share in a defined territory to meet or exceed quarterly revenue targets.
Drive revenue growth in customer portfolio.
Drive standardization and harmonization of tools and processes across the area.
Drive the sales process by coordinating face-to-face meetings with key decision makers.
Educate
Educate and evangelize iland products to new contacts added to accounts.
Enable
Enable channel partners through training, sales assets, and lead gen campaigns.
Enhance
Enhance and maintain the relationships with your named accounts.
Ensure
Ensure contacts with all assigned accounts are kept updated in CRM system.
Ensure customer satisfaction and retention of services.
Ensure existing customer contract renewals happen and manage the process.
Ensure ongoing training and awareness of Procare feature / functionality.
Establish
Establish and build deep understanding of account needs, stakeholders and competitive situation.
Estimate
Estimate and establish cost parameters and budgets.
Exceed
Exceed booking and revenue quota targets.
Execute
Execute customer QBR to review performance and establish mutual buying roadmap.
Execute solution selling to existing customer base and prospects.
Expand
Expand accounts by selling new solutions within other departments.
Find
Find, develop, and close opportunities within a geographic territory structure.
Follow
Follow and flawlessly execute strategic account management (SAM) process.
Follow up
Follow up with clients post-workshop to review what went well and what could be improved next time.
Generate
Generate leads and contact potential clients to promote our various software solutions.
Generate revenue by selling, managing, and developing existing client relationships.
Help
Help drive account expansion with the sales team, with an eye towards continuously growing accounts.
Hit
Hit retention and account expansion goals.
Hunt
Hunt for new business opportunities.
Identify
Identify common sources of delay and failure.
Identify customer issues and resolve sales-related difficulties.
Identify customer's business and technology challenges, along with strategic programs.
Identify new business opportunities to expand current ADD share.
Identify new business opportunities to expand current market share.
Identify and qualify projects and strategic opportunities for NVIDIA Products & Professional Services.
Identify rules of engagement with key partners to ensure delivery of a unified message.
Initiate
Initiate and build strong relationships within the account base.
Integrate
Integrate information from ongoing business analysis and assessment into a multiyear plan.
Interact with
Interact with the Channel Sales team to allow customers to use the channel partner network.
Lead
Lead through inspiration not coercion and create space for others to lead.
Leverage
Leverage solutions partners to maximize effectiveness within the territory.
Liaise with
Liaise with the key stakeholders at these new locations.
Listen
Listen carefully to each other and to our customers.
Maintain
Maintain a level of professional composure internally and externally.
Maintain an accurate pipeline and daily activities in Salesforce.
Maintain and expand your database of prospects with your assigned leads.
Maintain a robust sales pipeline.
Maintain up to date records in Sales CRM.
Manage
Manage account overall, including conducting detailed account planning and sales forecasting.
Manage a CRM and sales pipeline.
Manage complex contract negotiations and liaise effectively with the legal group.
Manage complex sales campaigns while managing a diverse set of partners within the same accounts.
Manage demonstration and evaluation activities with the help of the SE team.
Manage numerous accounts concurrently and strategically.
Manage relationships with senior public sector leaders.
Manage renewal and upsell contract negotiations.
Manage Sales life cycle within your account base.
Match
Match our solution to customers' needs, challenges, and technical requirements.
Meet
Meet and exceed direct sales goals within assigned geographic territory.
Navigate
Navigate and know the distribution landscape to drive sales.
Negotiate
Negotiate contracts and all pricing resulting in long-term commitments.
Negotiate contracts and pricing resulting in long-term commitments.
Negotiate high-profile strategic deals with account team and client to ensure success.
Negotiate long term contracts.
Own
Own the business relationship of the accounts in their assigned market.
Participate
Participate in client meetings to build relationships with existing accounts.
Perform
Perform risk management for contracts and agreements, and prepare control strategies.
Prepare
Prepare, implement and executive strategic account plans.
Prioritize
Prioritize opportunities and synchronize your internal team to provide rare customer experiences.
Promote
Promote the company's products / services addressing or predicting clients' objectives.
Provide
Provide accurate and timely forecasting to senior leadership.
Provide accurate monthly forecasting and revenue delivery.
Provide accurate weekly sales forecasts.
Provide a common language for sales efforts.
Provide a roadmap to success optimizing time to close in target accounts.
Provide forecasting and update account / opportunity detail in Salesforce CRM System.
Provide leadership and delivery proper coach to team base on individuals' different situation.
Provide leadership to others through example and sharing of knowledge and skills.
Provide mentorship and guidance to junior team members.
Provide ongoing feedback on system use and opportunities for efficiencies.
Provide, or facilitate training opportunities for your accounts.
Provide product demonstrations and general support to prospective customers.
Provide product demonstration to prospects via Webex.
Provide product feedback from clients to drive product enhancements and new product innovation.
Provide prompt phone / email follow up to all SQLs and properly document and track results.
Provide regular reporting of pipeline and forecast through the CRM system.
Provide regular sales reports, forecasts and communication with sales and marketing management.
Provide status information to your Manager including forecast / pipeline information.
Provide the highest levels of customer service throughout the sales cycle.
Pull
Pull in team members as needed to support your goals.
Renew
Renew existing accounts with increased service levels and pricing.
Respond to
Respond to RFP's ongoing to achieve quarterly targets.
Review
Review product and service performance with customers to ensure satisfaction.
Review progress on key milestones in account plans for all accounts.
Share
Share best practices with managers, team members and channel partners.
Support
Support targeted account and regional sales efforts.
Support the commercial team through active sharing of ideas, techniques and approaches.
Support training initiatives to improve overall digital marketing and ads knowledge.
Take
Take time to listen deeply before acting.
Target
Target and gain access to decision makers in key prospect accounts.
Track
Track expiring accounts and ensure all accounts are renewed upon expiration.
Track record of success by meeting or exceeding KPI's in previous positions.
Track record of successful personal sales pipeline management and results.
Travel
Travel to client in-person meetings to build relationships and establish trust, as needed.
Travel to customer locations in support of sales efforts.
Understand
Understand and communicate complex technical ideas.
Understand customers' challenges and how Acin can help solve them.
Update
Update and manage pipeline and prepare revenue forecasts.
Update CRM / BAM with all activity / opportunity / correspondence.
Use
Use of strong selling and influencing skills to gain customer commitment and close deals.
Use our sales methodology and processes optimally for all lead management and sales forecasting.
Utilize
Utilize CRM to forecast and track all activities.
Work with
Work collaboratively with our internal teams and effectively leverage our executive team.
Work on lead-generation to coordinate appointments and optimal scheduling SEO.
Work with leadership team to assign roles.
Work with management on pricing negotiations.
Work with partners to extend reach & drive growth.
Work with Sales Operations to streamline and improve our processes and solutions.
Work with System Engineers to prepare account strategies and plans.
Work with the Business Development team to onboard and integrate new clients successfully.
Work with the senior management to create a sales plan to exceed revenue and strategic goals.
Most In-demand Hard Skills
The following list describes the most required technical skills of an Enterprise Account Manager:
Business
Selling
Committed Sales Activity
Software Industry
Business Development
Developing and Selling Customized Solutions
Healthcare Institutions
Laboratory Settings
Life Sciences
Performance Metrics
Recommending Solutions
Account Management
Most In-demand Soft Skills
The following list describes the most required soft skills of an Enterprise Account Manager:
Written and oral communication skills
Interpersonal skills
Confident
Relationship management
Presentation
Influential communication
Translate and communicate business priorities
Organizational capacity
Problem-solving attitude
Time-management
Results-oriented
Negotiation
Self-starter
Leadership
Analytical ability
Critical thinker
Self-motivated
Work ethic
Resourceful
Creative
