Enterprise Account Manager

🕒 Julho 16

🍂 Massachusetts – Remoto

🍂 Massachusetts – Remote

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

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beqom

SiteLinkedInTodas as Vagas

201 - 500 funcionários

☁️ SaaS

👥 RH Tech

🏢 Corporativo

SaaS • HR Tech • Enterprise

A beqom é uma plataforma abrangente de gestão de compensação projetada para trazer clareza, equidade e motivação à força de trabalho. Desde 2009, a beqom tem sido pioneira em soluções tecnológicas de compensação para empresas, integrando gestão de pagamento, transparência e equidade em um sistema unificado. Sua plataforma de ponta utiliza IA para otimizar processos de compensação, oferecendo precisão, escalabilidade e conformidade para negócios de todos os setores. Com foco em garantir uma compensação justa aos funcionários alinhada ao desempenho, a beqom apoia as organizações na gestão eficaz dos custos totais de compensação enquanto mantém padrões globais de conformidade.

Descrição

• Generate commercial growth • Own the commercial relationship for a portfolio of strategic enterprise accounts. • Deliver retention, expansion and revenue growth targets across the portfolio. • Develop and execute account plans with clear objectives, stakeholder maps, growth strategies and action plans. • Build and leverage relationships with senior decision-makers and executive sponsors to achieve retention, growth and strategic initiatives. • Grow expansion revenue • Proactively identify, qualify and close upsell and cross-sell opportunities. • Create pipeline from the installed base rather than relying on inbound demand or renewal cycles. • Leverage product innovation, regulatory changes, customer initiatives and business challenges to create growth opportunities. • Build business cases and commercial strategies that influence customer investment decisions. • Lead complex enterprise sales motions • Manage multi-stakeholder buying processes involving HR, Compensation, Finance, IT, Procurement and Legal teams. • Lead commercial negotiations, renewal discussions and executive alignment activities. • Maintain accurate forecasts, qualification criteria, close plans and opportunity management using MEDDICC or a similar methodology. • Create urgency and progress decisions while maintaining long-term customer relationships. • Collaborate effectively across the organization • Partner with Customer Success, Services, Support, Product and Pre-Sales teams while maintaining ownership of commercial strategy, account growth and revenue outcomes. • Ensure operational issues are addressed through the appropriate ownership channels while maintaining focus on commercial objectives. • Act as the executive voice of the customer internally and the commercial voice of beqom externally. • Use product roadmap, regulatory drivers, adoption insights and usage data to create relevant growth conversations.

🎯 Requisitos

• 7+ years of experience in enterprise B2B account management, strategic account management or customer-facing sales roles. • Proven track record of carrying and achieving revenue targets within an existing customer base. • Demonstrated ability to create expansion opportunities where no active buying initiative existed initially. • Experience managing complex enterprise customers with multi-year relationships and multiple stakeholders. • Strong commercial and negotiation skills, including the ability to lead difficult conversations around value, pricing, scope and investment decisions. • Experience building pipeline proactively rather than relying primarily on inbound opportunities. • Strong forecasting, qualification and opportunity management discipline. • Ability to operate effectively in complex environments involving competing priorities, demanding customers and cross-functional teams. • Comfortable challenging customers, creating urgency and moving decisions forward without damaging long-term relationships. • Familiarity with MEDDICC or another enterprise sales methodology. • Excellent communication, presentation and executive engagement skills. • Ability to travel regularly across North America.

🏖️ Benefícios

• Health insurance • Retirement plans • Paid time off • Flexible work arrangements • Professional development