Enterprise Account Manager

SCOPE OF THE ROLE

The Enterprise Account Manager is a critical position in EROAD’s business.  As the Enterprise Account Manager at EROAD, you will lead a dynamic team responsible for driving growth and renewal across our customer 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 and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers – using value selling and MEDDPICC
• 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 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.
• Start-up experience (Series A, B, or C)
• Bachelor's degree

This Job Description is not intended to be complete or limiting – the role will require a proactive and flexible approach to manage tasks that support a rapid and innovative product development environment.

EROAD is in a “high growth” mode. There will be times when the role will be required to complete tasks outside those mentioned above because this role will have the relevant skills and may have higher availability than other team members.