The Director, Enterprise Account Management builds, maintains, and grows effective long-term relationships with stakeholders in an assigned group of large, highly complex Enterprise accounts to deliver retention of existing business and expansion opportunities. The Enterprise Director achieves these goals by ensuring successful post-sale transition and onboarding working in collaboration with the Client Services team, building and growing new and existing relationships, proactively identifying risks and growth opportunities, and aligning existing and new products and services to customer goals and objectives. The Director owns a defined territory of top tier Enterprise accounts in a specified business line and is directly responsible for the territory’s renewal and expansion goals.

Responsibilities

• Secure renewals and generate and drive forward expanded revenue spend in an assigned portfolio of top-tier Enterprise customers, focusing on complex implementations and/or custom product builds
• Create customer-specific account plan that delivers against goals and objectives, identifies key risks, and lays out a path towards future growth opportunities
• Build and maintain knowledge about the customer's competition, business and industry trends, changes in customer organization and personnel
• Educate and engage customer contacts by using relevant data and other tactics to ensure the customer is getting maximum value from their partnership with EVERFI
• Create demand for EVERFI's products and services by developing trusted advisor relationships with key customer stakeholders and by providing consistent updates and information about new products and capabilities
• Establish a regular and organized cadence of engagement with customers, working in collaboration with Client Services team and implementation and delivery support, to understand their needs, drive value with EVERFI's product, deepen existing and develop new relationships, and link them to EVERFI's product and future opportunities
• Forecast and accurately track account activity through the stages of the sales process in our Customer Relationship Management (CRM) system
• Maintain a strong understanding of EVERFI offerings and services and proactively identify solutions and opportunities that address key needs
• Maintain in depth knowledge of EVERFI products and solutions and respond to relevant customer questions, working in conjunction with Client Services team. Contribute to organizing, investigating, and resolving customer issues in a timely and effective manner.
• Partner with Marketing teams to develop account-based marketing activities, programs, and product updates
• Serve as key internal liaison to a named internal team (Product, Customer Experience, Implementation, etc) to provide cross-team feedback, represent the voice of the Enterprise customer, and help inform go-to market strategy and future direction
• Other job-related duties as assigned

Skills, Experience and Qualifications

Bachelor’s degree or equivalent combination of education and experience A minimum of 6 years of experience in an account management, customer success, or sales role focusing on upsells and renewals, with at least 2 years at Fortune 500 companies or other large customer base

• Significant experience managing SaaS or Cloud-based consultative solutions to C-level contacts in large partner accounts, with success in retaining and growing accounts over a period of time
• Experience using a Customer Relationship Management (CRM) system to forecast and track activities and opportunities, Salesforce preferred
• Ability to effectively present to individuals and groups, create rapport and engagement
• Experience with personas, key market/industry trends, and pain points

Ability to create account plan and tailored strategy that delivers against customer objectives and key results and maps to future growth opportunities Experience analyzing data and deriving recommendations
Experience developing compelling presentations and other sales materials Superior negotiation and objection handling skills
Ability to navigate large complex organizations and collaborate cross-departmentally Strong oral and written communication and active listening skills

• Ability to travel 30% of the time

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Job Type: Full-time

Work Location: Remote

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