Strategic Enterprise Account Manager

📋 Description

• • Partner with SP Account Executives (AEs) to identify high-potential enterprise targets and participate in active sales cycles to close new business.
• • Collaborate with the SP to structure solutions that integrate our product into their broader service offering, ensuring a seamless value proposition.
• • Ensure the SP’s sales teams are prioritizing our solution by demonstrating how it helps them hit their own quotas and increases their "stickiness" with the customer.
• • Maintain a continuous feedback loop with the SP Sales Team. Act as their "secret weapon" by providing the insights and support they need to manage the account effectively.
• • Maintain a direct relationship with key stakeholders at the enterprise customer level to ensure the product is delivering the expected business outcomes.
• • Host regular "Sync Sessions" with the SP Sales Team to review account health, usage trends, and potential friction points before they become issues.
• • Identify opportunities for growth within the enterprise environment and coordinate with the SP Sales Team to execute the upsell strategy.
• • Own the end-to-end renewal process. You lead the strategy to ensure both the SP and the end-user commit to contract extensions.
• • Work months in advance with the SP Sales Team to prepare renewal quotes, address any competitive threats, and ensure the SP is incentivized to renew our component of the bundle.
• • Navigate three-way renewal discussions (Vendor-SP-Customer) to manage pricing, terms, and service-level agreements (SLAs).