The Enterprise Account Manager (EAM) will have a proven track record selling SaaS technology to top Banking and Financial Services firms.
The EAM is responsible for driving revenue through the proactive cultivation of existing customer accounts, developing strategic account plans, and building key business relationships with our clients.
The role requires a strong focus on account management, up-selling and cross-selling to existing clients and securing contract renewals.
The individual will be results-driven, highly self-motivated, and able to balance a team approach with personal initiative and goals.
The EAM will be responsible for developing and implementing an effective global account strategy through collaboration with Strategic Account Team members & broader customer team.
The candidate must be a strong communicator to both senior management and end users with an ability to clearly articulate an in-
depth understanding of our Product, Platform, Solution, and Services capabilities.
Duties and responsibilities :
Achieve / exceed territory booking plan.
Maintain existing subscriber base through renewals and to grow revenues from within existing contracts.
Prepare account plan for each organization which includes an organization profile, an analysis of revenues, relationship profiles for contacts, strategy for growth, objective, etc.
Responsible for creating and updating account profiles in Salesforce.com.
Devise overall strategy for each assigned contract, with input from other functions (Sales, Marketing, Product Management, etc ).
Work closely with Customer Success team to ensure successful roll-out, adoption, and on-going use of the product
Effectively maintain renewal and upsell pipeline data and activity reports, providing management with accurate forecasts
Collaborate with marketing, sales teams and product owner to share account knowledge and execute on account strategies
Availability to travel as needed
Experience & Competencies
Proven track record with 5-7 years of software sales experience upselling and renewing financial services accounts
Proven ability to effectively demonstrate complex technology and communicate the value proposition of Intralinks solutions to prospects and customers
Commercial acumen; with a proactive and creative approach to looking after the needs and concerns of customers.
Excellent communication and influencing skills through verbal, written, and interpersonal presentation.
Ability to manage and generate revenue from existing customers through a conscientious and driven approach with excellent customer management skills
Good organizational skills with the ability to set priorities and be flexible in changing, fast-paced, and high stress environment.
Strong negotiation skills and competency in managing large service agreements across their lifecyle.