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About the role
Key responsibilities & impact- Own and grow a portfolio of enterprise customers
- Own the commercial relationship for a portfolio of strategic enterprise accounts.
- Deliver retention, expansion and revenue growth targets across the portfolio.
- Develop and execute account plans with clear objectives, stakeholder maps, growth strategies and action plans.
- Build and leverage relationships with senior decision-makers and executive sponsors to drive retention, growth and strategic initiatives.
- Proactively identify, qualify and close upsell and cross-sell opportunities.
- Create pipeline from the installed base rather than relying on inbound demand or renewal cycles.
- Leverage product innovation, regulatory changes, customer initiatives and business challenges to create growth opportunities.
- Build business cases and commercial strategies that drive customer investment decisions.
- Manage multi-stakeholder buying processes involving HR, Compensation, Finance, IT, Procurement and Legal teams.
- Lead commercial negotiations, renewal discussions and executive alignment activities.
- Maintain accurate forecasts, qualification criteria, close plans and opportunity management using MEDDICC or a similar methodology.
- Create urgency and drive decisions while maintaining long-term customer relationships.
- Partner with Customer Success, Services, Support, Product and Pre-Sales teams while maintaining ownership of commercial strategy, account growth and revenue outcomes.
- Ensure operational issues are addressed through the appropriate ownership channels while maintaining focus on commercial objectives.
- Act as the executive voice of the customer internally and the commercial voice of beqom externally.
- Use product roadmap, regulatory drivers, adoption insights and usage data to create relevant growth conversations.
Requirements
What you’ll need- 7+ years of experience in enterprise B2B account management, strategic account management or customer-facing sales roles.
- Proven track record of carrying and achieving revenue targets within an existing customer base.
- Demonstrated success generating expansion revenue through upsell, cross-sell and strategic account growth.
- Demonstrated ability to create expansion opportunities where no active buying initiative existed initially.
- Experience managing complex enterprise customers with multi-year relationships and multiple stakeholders.
- Strong commercial and negotiation skills, including the ability to lead difficult conversations around value, pricing, scope and investment decisions.
- Experience building pipeline proactively rather than relying primarily on inbound opportunities.
- Strong forecasting, qualification and opportunity management discipline.
- Ability to operate effectively in complex environments involving competing priorities, demanding customers and cross-functional teams.
- Comfortable challenging customers, creating urgency and driving decisions without damaging long-term relationships.
- Familiarity with MEDDICC or another enterprise sales methodology.
- Excellent communication, presentation and executive engagement skills.
- Ability to travel regularly across North America.
Benefits
Comp & perks- Health insurance
- Professional development opportunities
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
account managementstrategic account managementrevenue growthupsellcross-sellforecastingopportunity managementMEDDICCpipeline developmentcommercial negotiation
Soft Skills
relationship buildingcommunicationpresentationexecutive engagementnegotiationproblem-solvingstrategic thinkingcustomer focusadaptabilitycollaboration