Vertical Sales Account Manager

Define mid-to-the-long-term goals for strategically expanding and nurturing both new and existing accounts, ensuring alignment with the overall business strategy.

Classify accounts into tiers based on their strategic importance and define engagement models for each segment (high-touch vs. digital-led strategies).

Develop individual strategies and/or plans for each account, aligning with the customer s buyer journey to achieve defined goals.

Prioritize prospects and accounts to ensure resources are allocated in proportion to their tactical or strategic importance.

Identify the necessary go-to-market channels, campaigns, and market strategies to fulfill account plan objectives.

Schedule and plan customer interactions to foster relationships, drive engagement, and ensure alignment with sales objectives, including collaboration with C-level executives at customer organizations to understand their ecosystems.

Conduct periodical reviews to track progress and realign strategies.

Utilize market intelligence, CRM insights, and performance data to measure success against defined goals.

Identify emerging opportunities, market trends, and adjust tactical execution accordingly.

Take full ownership of the opportunity pipeline for the assigned accounts in the defined market / region, managing each stage from creation to closure.

Leverage available analytics to assess pipeline size, composition, and health, ensuring a clear understanding of required actions

Execute marketing-led campaigns within the assigned customers, leveraging available assets and resources to drive engagement and pipeline growth.

If required, develop targeted campaigns based on the specific needs of the assigned customers.

Proactively develop relationships with assigned new customers focusing on identifying and engaging high-potential opportunities.

Evaluate customer requirements, identifying the best potential solution fit and proposed ROI to determine the most appropriate go-to-market channel.

Explore customer needs beyond technical requirements by identifying financial constraints and opportunities for new business models.

Position financing options early to strengthen our value proposition and drive engagement.

Analyze the customer s financial status, perform an opportunity risk assessment, and agree with the Sales Manager on the necessary sales investment based on potential revenue.

Drive opportunities forward by engaging with decision-makers (incl.

C-level) and key stakeholder groups and providing business insights to demonstrate the need for change.

Apply stakeholder strategies to manage cross-functional dynamics, addressing diverse priorities, mitigating roadblocks, and ensuring alignment on goals.

Define the necessary team, including Sales Specialists and Technical Sales roles, to provide expertise and support in advancing the deal.

Translate value statements into opportunity specific value propositions, addressing current and emerging customer needs and demonstrating measurable impact on customers business performance.

Effectively communicate these propositions through direct communications, digital platforms, and in-person presentations.

Identify and apply the appropriate pricing model, including any agreed-upon discounts or terms, to ensure competitiveness and alignment with the opportunity.

Seek additional pricing support or special terms, as necessary, to secure the opportunity and meet strategic goals.

Proactively incorporate financial services and new business models into the deal strategy, highlighting their implications.

Leverage these solutions to drive mid and long-term account objectives, strengthen deal viability, and enhance operational efficiency and value.

Build a broad influential network and community of advocates inside the account to drive upsell/cross-sell opportunities.

Continuously monitor and evaluate risks associated with active sales opportunities, including changes in customer needs, market conditions, and competitive activity.

Ensure ongoing alignment and readiness to address any issues that could impact the success of the opportunity

Manage negotiations and deal closings effectively.

Orchestrate internal teams and sales resources to align expertise and efforts dynamically, focusing on strategic priorities to ensure consistent delivery of value to customers and effective account engagement.

Accountable for providing accurate forecasts and planning information.

Maintain accurate and complete customer records, activities, and pipeline reports within Salesforce and other CRM tools.

Participate in Win/Loss reviews to identify lessons learned and adopt recommendations.

Compile relevant insights from reports for Sales Management and Sales Meetings.

Publish success stories on value realized by key customers.

Keeps sales skills and industry know-how up to date