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Archer Integrated Risk Management · 1 day ago

Enterprise Account Manager - Remote Georgia

United States

Full-time

Remote

Senior Level, Lead/Staff

8+ years exp

Archer Integrated Risk Management is a technology company specializing in Integrated Risk Management software solutions. The Enterprise Account Manager is responsible for managing and growing relationships with strategic, enterprise accounts, focusing on retaining and winning new business while engaging with executive-level clients across various industries.

ComplianceConsultingEnterprise SoftwareInformation TechnologyIT ManagementRisk ManagementSaaSSoftware

Responsibilities

Account Manager is responsible for retaining existing and winning new business from Executive level buyers and influencers among their named accounts

Strategically identifies a territory management approach with focus to growing business with named accounts

Develops account presence by creating a high added value working relationship with senior client personnel

Understands customers’ business and solutions requirements

Territory/account management, including account planning and sales forecasting

Customarily and regularly engages with decision makers at client facilities in performing primary duties

Leads sales process and utilizes all available resources to manage accounts

Skillfully overcomes objections and removes obstacles / eliminates barriers to gain commitment; understands the difference between a stall and an objection

Updates CRM tools regularly and in a timely manner, according with company standards. Ensures high forecasting accuracy and consistency

Self – starter, ability to leverage resources cross-functionally and maintain white space analysis and execution to drive expansion within existing clients

Maintains a strong knowledge of Archer’s products through commitment to ongoing training

Understands Software as a Service Business Model

Ability to run and control the sales process at every stage through contract signing

Works with Partners, Marketing and leadership to service and grow client relationship

Maintain 4 rolling quarters pipe coverage adequate given quota and win rates

Identifies long-term and short-term sales opportunities. Focuses on sales activities that produce results in the short term as well as the long term

Transfers customer information and market knowledge to various cross-functional teams to improve overall development and positioning of offerings within the Archer portfolio

Sales growth is attained through new solutions, additional client teams, professional services, and set training sales

Supports ~20 enterprise accounts

Gains access and manages relationships with senior level leaders and executives

Strong understanding of the Archer product and services portfolio

Demonstrated working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains

Converts inbound leads and obtains outbound leads that results in ample 4 rolling quarter pipe coverage

Maintains partner, reseller, and distributor relationships

Interfaces directly with customers to ensure satisfaction with Archer solutions and services

Identifies appropriate products and services to meet the full range of customer needs

Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs

Seen as an expert in a given segment and/or channel

Point of contact for escalated issues

Other duties as assigned. Skillfully negotiates with others to achieve desired results/meet customer needs

Qualification

Enterprise account managementSaaS sales methodologiesRisk management knowledgeSales forecastingCRM tools proficiencyMultitaskingMicrosoft ExcelTime managementOrganizational skillsCommunication skills

Required

Typically requires 8+ years of field sales experience in an account management / relationship selling role with a bachelor's degree

Demonstrated achievement in complex sales cycles / enterprise software/IT sales

Ability to work in a high-pressure environment

Recognized internally and externally as a thought leader on GRC and technology products and services

Result-driven mindset with a proven track record of consistently achieving or exceeding sales targets

Strong Knowledge of SaaS sales methodologies, best practices, and industry trends. Competence in strategic planning

Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients

Time management and multitasking skills in order to handle numerous tasks and clients at one

Strong organizational skills and attention to detail

Microsoft Excel skills

Strong understanding of the Archer product and services portfolio

Demonstrated working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains

Company

Archer Integrated Risk Management

For more than 20 years, Archer has pioneered holistic integrated risk management solutions that empower enterprise organizations to more effectively manage risk, ensure compliance, and address emerging challenges.

Founded in 2001

Overland Park, Kansas, USA

501-1000 employees