SIP - Customer Account Manager developing and implementing sales strategies in the B2B telecom market. Engaging wholesale customers and driving sales success in a hybrid work environment.
About the role
- Director of Account Management at Icertis driving revenue growth through strategic customer relationships and account expansion.
Responsibilities
- Own and grow a portfolio of strategic enterprise accounts, serving as the primary point of contact for executive stakeholders and ensuring long-term customer success, retention, and expansion.
- Identify customer pain points and proactively uncover new growth opportunities within existing accounts, including upsell, cross-sell, and incremental new business.
- Develop and execute account growth plans that align customer business objectives with Icertis solutions, driving increased adoption, and revenue expansion.
- Rigorously discover customer needs by asking for examples, illustrations, and anecdotes, and translate these into actionable sales and growth strategies.
- Clearly articulate the financial, operational, and strategic benefits of Icertis solutions to both existing and prospective customers.
- Manage complex new sales opportunities within assigned accounts and territory, from qualification through proposal, pricing, negotiation, and close.
- Direct senior-level customer relationships, engaging C-level and VP stakeholders to influence buying decisions and position Icertis as a trusted long-term partner.
- Build and maintain a strong network of deal stakeholders to identify and persuade economic, technical, and user buying influencers across accounts.
- Expertly coordinate and leverage internal resources, including inside sales, technical presales, partner sales, executives, customer success, and delivery teams, to drive account outcomes.
- Deliver insightful and persuasive presentations that communicate the value of the Icertis platform and mobilize stakeholders to take action.
- Appropriately challenge and reframe customer business problems to align with Icertis CLM solutions, reinforcing Icertis as the preferred vendor.
- Regularly assess assigned accounts and territory, developing and executing strategies to maximize retention, expansion, and net-new revenue.
- Maintain accurate pipeline management, forecasting, and account updates in Salesforce, ensuring visibility across renewals, expansions, and new opportunities.
- Pursue and cultivate new leads within named accounts and territory to continuously generate and progress growth opportunities.
Requirements
- 8–12 years of successful experience in enterprise software sales and/or strategic account management.
- Proven ability to grow revenue through account expansion, upsell, cross-sell, and new logo acquisition.
- Experience closing large, complex enterprise software deals with senior executive stakeholders.
- Strong understanding of customer and industry business drivers and how they translate into account growth strategies.
- Demonstrated success managing enterprise pipelines, forecasts, and long-term account plans.
- Consistent track record of exceeding quota year over year for large enterprise software solutions.
- Excellent written, verbal, strategic thinking, and negotiation skills.
- Ability to work collaboratively across cross-functional teams to achieve shared goals.
- Takes a long-term, relationship-driven approach to customer engagement and problem solving.
- Passionate about customer success and delivering exceptional experiences.
- Competitive, results-oriented, and resilient in navigating complex sales environments.
- Bachelor’s degree in business or equivalent experience.
Benefits
- Equal Employment Opportunity
- Flexible work arrangements
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Location requirements
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