Strategic Enterprise Account Manager

Role Overview

• Co-Selling & Market Execution
• Joint Sales Advocacy: Partner with SP Account Executives (AEs) to identify high-potential enterprise targets and participate in active sales cycles to close new business.
• Deal Architecting: Collaborate with the SP to structure solutions that integrate our product into their broader service offering, ensuring a seamless value proposition.
• Strategic Alignment: Ensure the SP’s sales teams are prioritizing our solution by demonstrating how it helps them hit their own quotas and increases their "stickiness" with the customer.
• Lifecycle Relationship Management (The Triad)
• SP Sales Team Partnership: Maintain a continuous feedback loop with the SP Sales Team.
• End-User Success Advocacy: Maintain a direct relationship with key stakeholders at the enterprise customer level to ensure the product is delivering the expected business outcomes.
• Account Health Orchestration: Host regular "Sync Sessions" with the SP Sales Team to review account health, usage trends, and potential friction points before they become issues.
• Expansion & Upsell: Identify opportunities for growth within the enterprise environment and coordinate with the SP Sales Team to execute the upsell strategy.
• Contract Renewals & Retention Renewal Strategy Leadership: Own the end-to-end renewal process. You lead the strategy to ensure both the SP and the end-user commit to contract extensions.
• SP Sales Alignment on Renewals: Work months in advance with the SP Sales Team to prepare renewal quotes, address any competitive threats, and ensure the SP is incentivized to renew our component of the bundle.
• Commercial Negotiation: Navigate three-way renewal discussions (Vendor-SP-Customer) to manage pricing, terms, and service-level agreements (SLAs).

Requirements

• 8+ years in Strategic Account Management
• Proven track record of managing enterprise-level renewals through a Service Provider or Channel Partner
• Ability to manage the "political" balance of supporting an SP Sales Team while simultaneously maintaining a direct relationship with their customer
• Proven ability to lead complex, multi-party contract negotiations and "save" at-risk accounts
• Strong understanding of SaaS/Product contract structures and the financial mechanics of Service Provider margins

Benefits

• Comprehensive medical, dental, vision, disability, life insurance
• Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits
• Voluntary supplemental health coverage and life insurance
• 401K match and ESPP
• Paid time off and paid sick leave
• Paid parental and pregnancy leave
• Family-forming benefits (IVF, Preservation, Adoption etc.)
• Emergency backup care (Child/Adult/Pets)
• Employee Assistance Program (EAP) with counseling sessions available 24/7
• Free legal services that provide legal advice, document creation and estate planning
• Employee bonus referral program
• Student loan refinancing assistance
• Employee 1:1 coaching, perks and discounts program