Enterprise account manager job description

Say hello to possibilities.
It's not everyday that you consider starting a new career. We're RingCentral, and we're happy that someone as talented as you is considering this role.
First, a little about us, we're a global leader in cloud-based communications and collaboration software. We are fundamentally changing the nature of human interaction-giving people the freedom to connect powerfully and personally from anywhere, at any time, on any device.
We're a $1.5 billion company that's growing at 30+% annually and we're expanding our Enterprise Expansion Team to make sure we stay ahead of the competition.
We are looking for a proven solution seller to join our growing Enterprise segment to address the strong demand and market potential at hand within our embedded base of customers. Come experience a ton of runway with unlimited tools & resources, an in-demand product, and a fun & winning culture.
You'll be aligned to RingCentral's Enterprise customers as part of an account team identified to grow and manage their Enterprise grade cloud UC platform.
To succeed in this role you must have experience in:
Account management experience focused on growing existing Upmarket accounts through prospecting, qualifying & closing expansion sales. Assist field Account Executives with order generation and daily account maintenance. Generate awareness, respond to inquiries and engage in outbound prospecting to expand and manage our embedded base of Enterprise customers. A highly collaborative role interacting frequently with the Enterprise field Account Executive, Customer Success Manager, Professional Services and other internal departments. Skilled in conducting presentations, online web demos Manage deals involving multiple executive level stakeholders including C-suite. Extensive virtual selling experience including phone, web meetings and email. Drive a collaborative approach with Enterprise Account Executive & Marketing to prioritize targets to engage. Leverage & partner with internal resources (Business Development, Solutions Engineering, Marketing, Customer Success Managers, Professional Services, etc.) to execute new orders. Manage and negotiate contract renewals. Develop a strong understanding of key differentiators, internal/external systems, sales methodologies & processes. Ability to accurately forecast and manage pipeline. Deliver on revenue target quotas on a monthly/quarterly basis.
Desired Qualifications:
3+ years of technology solution-based selling (SaaS, UCaaS, Cloud applications, VoIP). Demonstrated sales record of consistently meeting and exceeding quota. Success prospecting, engaging, managing Enterprise level customers Strong interpersonal skills, ability to convey and relate ideas to others Entrepreneurial flare - ability to learn and adapt quickly Vibrant and energetic attitude, willingness to perform and get things done BS degree, continued training and education preferred Ability to travel as needed (less than 5%) Ability to explore and make recommendations to customers based on their priorities. Excellent customer service orientation, face-to-face and virtual (phone/video conferencing) to support remote users. Strong initiative and creativity applied through technology. Vibrant and energetic attitude, willingness to perform and get things done.
What we offer:
RingCentral offers all the work/life benefits you could ever want, (and none of the micromanagement.)
Comprehensive medical, dental, vision, disability, life insurance Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter Benefits 401K match and ESPP Flexible PTO Wellness programs including 1:1 wellness coaching through TaskHuman and meditation guidance through Headspace Paid parental leave and new parent gift boxes Pet insurance Employee Assistance Program (EAP) with counseling sessions available 24/7 Rocket Lawyer services that provide legal advice, document creation and estate planning Employee bonus referral program
RingCentral's Enterprise Sales team is leading a massive change in the way some of the world's best-known companies and organizations communicate and collaborate. RingCentral is the #1 global cloud-based communications provider because we're not just selling solutions; we're changing the nature of communications. That's why we're the largest and fastest-growing pure-play provider in our space, with a market capitalization of over $18 billion, 30%+ annual growth and a $1.5 billion annual revenue run-rate.
RingCentral's work culture is the backbone of our success. And don't just take our word for it: we are recognized as a Best Place to Work by Glassdoor, the Top Work Culture by Comparably and hold local BPTW awards in every major location. Bottom line: We are committed to hiring and retaining great people because we know you power our success. RingCentral offers on-site and hybrid work options optimized for the ways we work and live now. About RingCentralRingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone™ (MVP™) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world.RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

The Global Enterprise Account Manager (GEAM) is primarily responsible for meeting sales and company growth targets. The GEAM must develop and execute multi-year visions for executive level partnership engagement that generates double digit ACV growth. Enterprise Accounts are typically the largest global accounts at Third Wave Systems with high expectations of customer engagement, collaboration, executive sponsorship, and growth. The successful GEAM must understand customer environment the customer's based solution that generates a measurable and impactful business outcome for the customer. The GEAM must gain executive level sponsorship (with customer and inside Third Wave Systems), purchase commitment and mange the ongoing business relationship with the customer.

Establish and maintain a long-term global account plan, with buy-in from Third Wave Systems Management. Define the long-term full potential of the account and tie this information to revenue expectations and resource planning.

Knows the customer and its ecosystem. Develop exceptional knowledge of competitive landscape for customer's and for competitors to Third Wave Systems.

Establishes relationships with customer executives who can serve as business champions for Third Wave Systems

Collaborates globally with Third Wave Systems groups and employees to ensure synergistic companywide approach to the account.

Identifies customer's problems, key business initiatives and creates ROI-based proposals aligned to initiative and generating business outcomes for customer.
Orchestrate seminars and training with presale engineers to strengthen our presence Develops approach and business case (including required investments) to deliver sustainable growth Creates roadmap to drive significant penetration across all applicable product lines Monitors customer satisfaction and communicate customer concerns and issues along with EAM's expectations to full account teams, sales management, business, and others who serve the customer and communicate Third Wave Systems commitment to the customer and manage customer expectations Find and grow new opportunities as well as secure renewals sales Facilities comprehensive multiyear deal contract negotiations to achieve a win for both Third Wave Systems and the customer. Remains knowlegable and keeps abreast of Third Wave new and exisiting products/service pipeline to meet goals.
Requirements
Must be able to demonstrate and exemplify Third Wave Systems Core Values: Driven, Takes Pride, Solution Oriented, Critical Thinking, and Collaborative Bachelor's degree in technical, engineering, business or related filed with 5+ years of successful technical sales experience with 3 years as a senior/key/named account manger, with a proven track record of success Demonstrated experience closing large multi-year contracts Excellent communication (including at executive level), organization sills and the ability to work collaboratively Demonstrated leadership and team building skills Ability to understand and develop understanding of customer's industry & partner ecosystem Ability to work collaboratively across a globally diverse account Travel: up to 50
Preferred Qualifications:
Demonstrated knowledge of company's products/services and pricing practices Track record of closing significant and innovative business at major global companies and or government branches to win critical programs Knowledge of specific accounts Experience building new process and teams Demonstrated ability to use social selling tools such as LinkedIn for prospecting

• Bachelor's degree in Engineering, Business, Management, Marketing (or related field) or equivalent experience
• Dynamic, high energy sales professional with 7-10 years successful experience in direct sales, high-level, executive selling of long-cycle products.
• Prior experience as an SE a plus
• Self-Motivated and proven ability to drive success and close business in a demanding, yet high energy environment
• Past experience working with and leveraging various Channels and Partners - VARs, Distribution and Technology Partnerships
• Experience selling enterprise level solutions in the security and compliance markets and selling into IT Operations, CISO, C-Level
• Demonstrated ability to exceed quarterly quota.
• Strong computer, written and interpersonal communications skills.
• Excellent English skills, both written and verbal, REQUIRED
• Experience with Salesforce.com

Our Company:
Imperva is an analyst-recognized, cybersecurity leader-championing the fight to secure data and applications wherever they reside. Once deployed, our solutions proactively identify, evaluate, and eliminate current and emerging threats, so you never have to choose between innovating for your customers and protecting what matters most. Imperva-Protect the pulse of your business. Learn more: www.imperva.com , our blog , on Twitter .

Rewards:
Imperva offers a competitive compensation package that includes base salary, medical, flexible time off and more. It's an exciting time to work in the security space. Check out our products and services at www.imperva.com and career opportunities at www.imperva.com/careers

Legal Notice:
Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law.

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