Lead Enterprise Account Manager

Role Overview

• 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 (Account Technology Specialists, 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.

Requirements

• Bachelor’s degree or equivalent experience
• 12+ 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
• Excellent verbal and written communication skills in English.

Tech Stack

• Cyber Security

Benefits

• Healthcare
• Life insurance
• Disability benefits
• 401(k) plan and company match