Lead Enterprise Account Manager
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Job Description
Principal Enterprise Sales Executive for Cloud Software Group driving sales in North America. Focusing on enterprise sales lifecycle and acting as a trusted advisor for cyber resilience and operational continuity solutions.
Responsibilities:
- Own the end-to-end enterprise sales lifecycle for assigned named accounts, from account planning and opportunity identification through negotiation, close, and renewal.
- Develop and execute account-based sales strategies aligned to customer business priorities, IT initiatives, and budget cycles.
- Drive new and recurring ARR by expanding use cases across high availability, disaster recovery, cyber resilience, and application modernization.
- Build and deliver value-based business cases that demonstrate business continuity, risk reduction, improved recovery objectives (RTO/RPO), and cost efficiency.
- Maintain full accountability for pipeline health, forecast accuracy, and revenue outcomes within the assigned accounts.
- Serve as a trusted advisor to senior IT, infrastructure, operations, and cybersecurity leaders.
- Develop a deep understanding of each customer’s application landscape, infrastructure architecture, and resiliency requirements, including digital transformation and modernization initiatives.
- Build and sustain strong relationships with customer stakeholders, systems integrators, and channel partners.
- Navigate and manage complex enterprise procurement processes, including large-scale sourcing events, renewals, and multi-year agreements.
- Orchestrate internal teams (Sales Engineering, Architecture, Product, Support, Legal, and Finance) to support deal strategy and execution.
- Identify and mitigate risks related to deployment success, customer satisfaction, and post-sale outcomes.
- Leverage disciplined account planning, MEDDICC-style qualification, and modern sales tools to accelerate deal velocity.
- Take full ownership of territory execution while fostering a collaborative, team-oriented culture across internal and partner ecosystems.
Requirements:
- Bachelor’s degree or equivalent experience
- 10+ years of enterprise sales experience in infrastructure software, availability, data protection, or resiliency solutions
- Proven track record of exceeding quota and closing large, complex, multi-year enterprise deals
- Experience selling into large North American enterprises with an understanding of corporate buying processes and stakeholder alignment
- Experience working with and through systems integrators, strategic partners, and channel ecosystems
- Ability to build trusted relationships with senior executives, business leaders, and technical decision-makers
- Strong understanding of business continuity, disaster recovery, cyber resilience, and infrastructure modernization trends
- Demonstrated ability to lead complex, cross-functional account teams
- Strategic mindset with strong account planning, opportunity management, and deal execution skills
- Comfortable navigating internal deal strategy, pricing, legal, and commercial approval processes
- Growth mindset with adaptability in dynamic enterprise environments
- Excellent verbal and written communication skills in English.
Benefits:
- Equal Employment Opportunity (EEO) • Reasonable accommodation due to a disability during any part of the application process
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