The Enterprise Account Manager is a critical position, working remotely based out of Melbourne, you will lead a dynamic portfolio and be responsible for driving growth and renewal across our your assigned portfolio. This position offers a unique opportunity to contribute to EROAD's purpose of delivering intelligence you can trust for a better world tomorrow.
The primary responsibility of the Enterprise Account Manager is to grow and renew existing accounts through strategic account management and collaboration with the extended cross-functional team. The ideal candidate will bring a passion for growing a business, an obsession with helping your customers achieve business value, and a track record of building strategic customer partnerships that support you achieving and exceeding your sales goals in a systematic and collaborative manner.
The scope of the role will require the Enterprise Account Manager to deliver the following:
Strategic Account Management
Develop and execute a territory strategy and action plan to win incremental business in your accounts, secure renewals, and achieve/ exceed your territory’s booking targets
Orchestrate complex sales cycles, pre-sales and other key functions to delight your customers.
Cultivate and maintain relationships with key decision-makers and stakeholders across your portfolio to identify and pursue opportunities for growth.
Ensure high levels of customer satisfaction to enable successful contract renewal.
Negotiate favorable pricing and business terms with customers by using value and ROI.
Create comprehensive mutual action plans for key accounts, outlining the steps needed to secure renewals and expand business opportunities and for the customer to achieve incremental business value.
Work closely with internal teams, including sales operations and product development, to address customer needs and drive business growth.
Implementing Business Process
Monitor and manage the profitability of an assigned customer portfolio, making data-driven decisions around account growth and renewals to maximize revenue and profitability.
Follow the sales process diligently, from lead qualification to deal closure, and collaborate closely with the sales operations team to ensure seamless execution of close plans.
Accurately forecast monthly and quarterly results. Record and regularly update Salesforce with the status and progress of sales opportunities, ensuring data integrity and compliance
Create and execute growth plans that deliver predictable growth forecasts and results in line with targets
Deliver EROAD Values:
Uphold EROAD's values of safety and compliance in all customer engagements. Promote EROAD's safety-focused solutions and assist clients in understanding and implementing best practices for compliance.
Develop EROAD’s culture of customer-centricity by championing the voice of the customer within the organization, advocating for their needs and driving initiatives to enhance overall customer experience.
The role provides an opportunity to work as an integral part of a team dedicated to growing and renewing our existing customer base. You will gain full exposure to a leading business in the transport technology sector and become a source of expertise for our customers around driving significant change in their business from the use of telematics.
KEY REQUIREMENTS
The role will require:
3+ years exceeding multi-million software/ SaaS annual recurring revenue quotas in a direct sales role to enterprise accounts and enabling these customers to achieve significant business value
5+ years in a key account management role or similar with proven success in growing ARR and expanding into incremental business units
You will be working remotely, in the Melbourne area so being a self starter is necessary.
You are consistently #1 or #2 in sales performance.
Past success utilizing value-oriented sales processes and experience in developing and executing enterprise account plans.
Demonstrated financial acumen and ability to analyze customer financial data; discover customers’ business and personal goals, pain points, and lead the customers’ team to the matching differentiated solution from your company that fulfils the customers’ objectives and achieves their business value targets.
Excellent communication, negotiation, and presentation skills, with the ability to effectively influence stakeholders at all levels.
Self-motivated, proactive, and results-oriented, with a demonstrated ability to work independently and lead a collaborative virtual team.
Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
Passion for technology, innovation, and driving positive change in the transportation industry.
Detail oriented and proven ability to successfully deliver projects on time with high quality.
Well-developed sales and effective relationship building skills, including navigating and unifying disparate customer stakeholders, such as Fleet management leadership to centralized teams, such as IT, maintenance and reliability, and the office of digital transformation
Willingness to travel as needed within the assigned territory.
Why EROAD?
EROAD is a true Kiwi success story in the tech sector! Publicly listed since 2012, we are represented on the NZX and ASX, and continue to grow rapidly across NZ, Australia, and the USA.
At EROAD, we value diversity and are a multicultural company with employees from all over the world. We are committed to investing in our people, demonstrated through our funded medical insurance plans, unlimited sick leave, recognition programs, EAP offerings, and more. EROAD fosters a sense of community and belonging through fun and collaborative workplace initiatives.
Join EROAD and be part of an organisation in growth mode. Your skills and expertise will make a significant impact. We are going places, and we would love you to join us. We can't wait to hear from you!
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