We are looking for an Enterprise Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Enterprise sector. You will be responsible for helping our customers effectively engage with our solutions (Talent & Learning). You will be dedicated to making our customers stronger and seeking out opportunities for growth. You possess a strategic approach to selling and strive to meet/exceed revenue goals, will always have your clients’ best interest in mind and act as their internal advocate to ensure they are set up for success.

Responsibilities:

• Research Customer’s business and prepares thoughtful questions and insights in advance of customer meetings.
• Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail
• Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization
• Shifts communication style and content to fit the needs of different stakeholders
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives
• Sells with Integrity
• Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
• Uses data and insights to support investment recommendations or overcome customer objections
• Proactively mitigates churn risk by adopting a smart, customer-centric approach
• Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI
• Drives Customer growth by proactively identifying opportunities to deliver greater customer value
• Applies business acumen in Account Planning by considering economic, industry, and company factors with a customer-centric lens
• Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
• Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success
• Practices humility and asks for help from colleagues when faced with a challenge or unknown
• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
• Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles.

Qualifications Basic Qualifications:

• 5+ years of applicable sales experience.
• Fluent in English

Preferred Qualifications:

• Experience with SaaS platform selling
• Knowledge of software contract terms and conditions with the ability to create fair transactions
• Strong negotiation and accurate forecasting skills
• Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
• Demonstrated ability to find and manage high-level business in an evangelistic sales environment
• Ability to gather and use data to inform decision making and persuade others
• Ability to assess business opportunities and read prospective buyers
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs
• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors

Suggested Skills:

• Communication
• Negotiation
• Forecasting
• Pipelining

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