Senior Account Manager

As an Enterprise Sales Account Manager, you will be responsible for managing and expanding relationships with our enterprise-level clients to drive retention, upsell opportunities, and customer satisfaction. Leveraging your strong interpersonal skills and deep understanding of CData’s offerings, you will serve as a trusted advisor to our clients, ensuring they maximize the value of our solutions and achieve their business objectives. In this role, you will be charged with identifying and closing sales opportunities with the customer accounts you manage, such as contract renewals, up-sells, and cross-sells. You will carry a growth and renewal quota. 

Additionally, you will provide a high level of quality of service to our customers. You will be required to demonstrate solution-selling skills and effectively manage internal relationships with Customer Success and Technical Support departments to ensure complete customer satisfaction and meet sales objectives. 

Key Duties & Responsibilities: 

Responsibilities include but are not limited to: 

• Serve as the primary point of contact for assigned enterprise accounts, building and maintaining strong relationships with key stakeholders, including C-level executives, decision-makers, and end-users across the customer organization. 
• Understand the unique business needs and goals of each client and proactively identify opportunities to expand our solution footprint and drive upsell/cross-sell opportunities. 
• Collaborate with internal teams, including Sales Engineers, Customer Success Managers, and Product Specialists, to ensure seamless delivery of services and support to clients. 
• Conduct regular business reviews and check-ins with clients to review performance metrics, identify challenges, and present solutions to address their evolving needs. 
• Develop and execute strategic account plans to achieve revenue growth, renewal targets, and customer satisfaction goals. 
• Accurately forecast your business from top of funnel through closed ACV 
• Negotiate contract renewals, pricing agreements, and service level agreements (SLAs) to ensure mutually beneficial outcomes for both the client and CData. 
• Track and manage account health metrics, including usage patterns, adoption rates, and customer feedback, to identify areas for improvement and drive customer retention. 
• Ensure customer issues are acknowledged and reviewed in a timely manner.  
• Ensure all accounts remain in good standing through consistent follow-up and communication.  
• Stay informed about industry trends, competitive offerings, and market dynamics to effectively position CData as a trusted partner and advisor to our clients. 

Qualifications: 

• Bachelor’s degree is required (strong academic performance is desired) 
• Minimum 7 years of proven customer-facing account management experience (with revenue generation) in the software or related industry* 
• At least 3 years of recent experience managing accounts of large (e.g Fortune 2000) clients 
• Strategic thinker with a results-driven mindset and a passion for exceeding customer expectations  
• Ability to multi-task and ability to work in a dynamic, fast-changing entrepreneurial environment 
• Must be able to integrate knowledge across disciplines to include relationship management, consultative selling, closing contracts, operation/process flow, and product function 
• Demonstrated track record of exceeding expectations against revenue goals 
• Moderate level of technical expertise (from a usability standpoint) and an interest in technology 
• Ability to pick up and maintain technical product knowledge quickly 
• Excellent verbal and written communication skills 
• High degree of computer literacy is a must 
• Ability to work with MS Office Suite (Word, PowerPoint, Excel) and Salesforce.com or similar contact management software 
• Experience working in Data Connectivity a plus 
• Willingness to travel as needed up to 25%