Head of Enterprise Business

🔥 1 hour ago

🌐 United Kingdom, France – Remote

🇬🇧 United Kingdom – Remote 🇫🇷 France – Remote

⏰ Full Time

🔴 Lead

🇬🇧 UK Skilled Worker Visa Sponsor

This company has sponsored UK Skilled Worker visas in the past.

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Infopro Digital

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2001

🚘 Automotive

🏗️ Construction

🛡️ Insurance

Automotive • Construction • Insurance

Infopro Digital is a company that provides innovative solutions to boost performance for professionals and businesses across various industries. Their services include software and databases, lead platforms, information and insights, and tradeshows. Infopro Digital specializes in connecting professionals, helping them make informed decisions more quickly, build close relationships, improve efficiency, detect opportunities, and adopt the latest technologies. They serve sectors such as construction, public sector, automotive, risk & insurance, industry, and retail, offering expertise to professionals worldwide. Infopro Digital is recognized as a leading software publisher and emphasizes data and technology expertise.

📋 Description

• Own and deliver the EMEA Enterprise Existing Business revenue target, including expansion, cross-sell, upsell and applicable commercial renewal objectives • Maintain accurate forecasting of expansion opportunities, renewals and commercial risks • Lead regular account and pipeline reviews, identifying growth opportunities, risks and required interventions • Personally support strategic enterprise opportunities, including executive engagement, complex negotiations and significant renewals • Establish a consistent, proactive approach to enterprise account management across EMEA • Ensure every priority enterprise account has a documented, actionable account plan with clear growth objectives • Build relationships across Operations, Legal, Procurement, IT and executive leadership stakeholders • Ensure regular, high-quality Quarterly Business Reviews focused on business outcomes, value delivered, emerging needs and future opportunities • Identify opportunities to expand Red-on-line’s footprint across sites, countries, business units and applications • Own development, implementation and continuous improvement of an enterprise account growth playbook • Ensure proactive commercial management of enterprise renewals, with clear ownership, timelines and escalation processes • Drive implementation of Red-on-line’s pricing strategy, including the New Pricing Model, within the enterprise portfolio • Support strategic negotiations involving multi-year agreements, expanded scope and enterprise commercial frameworks • Balance commercial growth objectives with long-term customer relationships and retention • Directly manage the EMEA enterprise Farmer team, including performance, development, engagement and retention • Provide practical, account-based coaching on account strategy, stakeholder engagement, discovery, QBR preparation and commercial negotiations • Lead recruitment, selection, onboarding and development of enterprise account managers • Build a culture of accountability, curiosity, customer focus and continuous improvement • Work with RevOps to establish performance dashboards, leading indicators and management reporting • Ensure Salesforce is used as an effective account management and commercial planning tool • Collaborate with Customer Success, Solution Consulting and Professional Services for coordinated customer engagement

🎯 Requirements

• Significant experience leading enterprise account management, customer growth or existing business sales teams within B2B SaaS or complex solution environments • Demonstrable success delivering expansion revenue, developing strategic accounts and protecting recurring revenue • Strong understanding of complex enterprise customer relationships, buying processes and stakeholder management • Proven experience implementing structured account planning, QBR and expansion selling methodologies • Strong people-management experience, including recruitment, coaching, performance management and team development • Ability to engage confidently with senior customer executives and lead complex commercial negotiations • Commercially analytical, with strong forecasting and performance management discipline • Comfortable operating in a multinational, multicultural organisation • Experience in EHS, regulatory compliance, risk management, governance or related enterprise software markets (desirable) • Experience managing subscription pricing changes, complex renewals and recurring revenue growth (desirable) • Additional European language capabilities (desirable)

🏖️ Benefits

• 25 days annual leave (rising up to 30 days) • Birthday off • 24/7/365 Employee Assistance Programme • Extensive learning programmes through Generation Infopro • Paid volunteer days throughout the year • Group personal pension plan • Life assurance • Interest-free season ticket loan • Private medical insurance • Employee discount scheme • Eye-care vouchers • Discounted gym membership • Agile and remote working • Bike to Work scheme • Enhanced maternity leave of up to 26 weeks’ full pay • Dependant leave of up to 5 days’ full pay per year • Dedicated menopause policy with a culture of open, inclusive support • Option to buy additional holiday • Dental insurance • Option to add a partner to gym membership • Health cash plan

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