Enterprise Relationship Manager

The Enterprise Relationship Manager Southern Europe, will be a highly motivated individual responsible for managing a targeted number of large, named accounts in order to achieve and exceed sales targets. This position will be responsible for the management and growth of specific named accounts, developing C-level relationships, selling deep and wide, and key requirements related to a high-performance sales organization.

•       Effectively deliver the company value proposition, demonstrating an understanding of the solution and individual products.

•       Manage customer expectations and contribute to a high level of customer satisfaction.

•       Use forecasting and pipeline management to manage sales growth.

•       Meet quarterly and annual sales targets.

•       Use the Microsoft CRM application to develop and utilize professional account management and follow-up procedures.

•       Work with the marketing organization on account-based marketing campaigns in order to penetrate enterprise and global organizations.

•       Become the primary contact person within your enterprise accounts while working closely with your colleagues, Inside Sales Representatives, Channel Managers and Sales Engineers.

•       Develop a sustained pipeline of opportunities within your named accounts and own the opportunity from inception through close.

•       Appropriately engage management and subject-matter experts in the sales cycle.

•       Territory plan reviews, weekly forecasting reviews, and quarterly sales reviews with the executive team.

•       Building and maintaining strong business relationships with senior and C-level executives within your named accounts.

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•       Strong track record in penetrating / closing enterprise/global accounts, planning and managing company resources, leveraging channel partners where applicable and exceeding revenue goals.

•       Proven history of sales overachievement; a demonstrated rolodex of multiple levels of contacts in enterprise/global accounts; the ability to close large, complex software and services transactions; high-level cross-company and partner engagement skills.

•       Demonstrated ability to identify, qualify and close 7 figure+ sales opportunities.

•       Excellent organization and collaboration skills and a passion for developing world class best practices, within the virtual team and in the region.

•       Must be a strategic thinker and have proven excellence in Strategic Account planning and delivery.

•       Excellent communication skills and strong presentation skills.

•       Demonstrated ability to meet and exceed bookings and revenue targets consistently year over year.

•       Good reputation in the region.

•       Ability to follow through and meet deadlines.

•       This role will require someone who is comfortable working in a small, expanding company, and must possess a desire to be entrepreneurial and adaptable to a changing, growing environment.

•       Experience selling emerging technologies over an extended sales cycle competing against the status quo or against incumbents.

•       Excel at finding and closing new business while also expanding existing relationships, and have strong problem solving and consultative sales skills.

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