Enterprise Account Manager

Esker is the global authority in AI-powered business solutions for the Office of the CFO. Leveraging the latest in automation technologies, Esker's Source-to-Pay and Order-to-Cash solutions optimize working capital and cashflow, enhance decision-making, and drive better collaboration and human-to-human relationships with customers, suppliers and employees. Esker operates in North America, Latin America, Europe and Asia Pacific with global headquarters in Lyon, France, and U.S. headquarters in Madison, Wisconsin

Role Description

This is a full-time Enterprise Account Manager role located on-site in Busto Arsizio. The Enterprise Account Manager will be responsible for account management, lead generation, business development, and maintaining strong client relationships on a day-to-day basis.

The Account Executive identifies, qualifies and promote Esker solutions and services to customers and prospects across Large Enterprise organizations, while maintaining successful relationships with clients beyond the initial software sale to grow ESKER presence and adoption.

Educational Requirements

• Business School Degree in Economics is preferred
• Experience in selling software Solution to net new accounts
• Requires 5+ years of experience in software sales in a direct account ownership role
• Experience to manage full cycle complex sales.
• Demonstrated ability to manage opportunity in a complex customer environment with multiple contacts involved.
• Proven history of achieving and exceeding quota target
• Business acumen to understand customer drivers and business pains
• Natural ability to interact at C-Level to position the values of Esker's Solutions and Service
• Entrepreneur mindset, self-motivating profile is required.
• Prospecting and New Business Skills (high energy, persistent, well organized)
• Ability to develop Complex organization type of account, Global Accounts management is a plus
• Open to counseling, disciplined, open minded, flexible and pragmatic
• Strong communication and presentation skills.
• Awareness of Sandler sales methodology, Solution Selling or MEDDIC/MEDDPICC is a plus.

Key Tasks / Duties

• Develop Account Planning for the assigned accounts in order to drive the extended team to grow ESKER presence and adoption.
• Qualifies leads and contact lists to generate opportunities with business users in current accounts.
• Cold calling and prospecting on a weekly basis.
• Develop articulate and present business cases with ROI arguments to potential customers
• Arrange appointments to visit prospects and engage in business discussions
• Prepare and deliver functional demonstrations
• Works in relationships with consultant or post sales to get technical data if necessary, or with other department to resolve customer requests and problems.
• Develop and present commercial proposals
• Negotiate prices, terms and conditions
• Actively engage with field marketing to generate new business leads and inquiries
• Works in partnership with resellers or alliances providing sales, marketing or technical support in order to win new customers
• Provides post implementation follow-up with customers and resellers to ensure satisfaction with products and services.
• Develop relationships with existing customers to generate incremental license and services revenues.
• Maintains appropriate sales records and prepares sales reports and forecast as required
• knowledge of Salesforce platform is a plus
• Ability to travel 50% of the time if required

Qualifications

• Account Management and Sales skills
• Experience in Lead Generation and Business Development
• Proficiency in Sales Operations
• Strong negotiation and interpersonal skills
• Ability to analyze data and trends to drive sales strategies
• Excellent communication and presentation abilities
• Experience in the SaaS industry is a plus
• Bachelor’s degree in Business Administration or related field