Enterprise Account Manager - Installed Base

Salary

Core Qualifications

Key Responsibilities

• •Own a portfolio of existing customer accounts and achieve or exceed assigned revenue and retention targets.
• •Drive customer renewals and identify opportunities for upsell and cross-sell of products and services.
• •Develop and execute account plans to maximize customer satisfaction and account growth.
• •Build and maintain strong relationships with key decision-makers and stakeholders across all levels of the customer organisation.
• •Understand customers’ business objectives, challenges, and industry trends to deliver tailored solutions and measurable value.
• •Serve as the primary point of contact for strategic discussions, aligning solutions to customer outcomes.
• •Maintain a deep understanding of customers’ industries, technology environment, and business goals.
• •Proactively provide insights, benchmarks, and recommendations to help customers maximise solution ROI.
• •Identify, qualify, and manage expansion opportunities within the existing customer base.
• •Collaborate with internal teams, including Senior Execs, Presales, Customer Success, Professional Services, and Solution Consulting, to support account growth strategies.
• •Maintain accurate forecasting and pipeline data in the CRM system.
• •Conduct regular business reviews and adoption sessions to ensure customer satisfaction and solution utilisation.
• •Track market activities and competitor offerings to strengthen account strategies.
• •Participate in customer events, webinars, and user groups to enhance engagement and relationship depth.
• •Execute disciplined account management practices aligned with company sales methodologies.
• •Collaborate cross-functionally to deliver seamless customer experiences and maximise account value.
• •Continuously improve product knowledge and consultative selling skills.
• •Engage in value-based, consultative selling that focuses on aligning solutions to customer business outcomes.