Account Manager - Enterprise Low Spending Accounts

Wrike • Prague • 6d ago

Ready to Become a Wriker?

We are seeking a driven and passionate remote Account Manager to join the Expand sales department at Wrike. This role focuses on managing an existing book of business comprising large commercial and enterprise accounts, with limited expenditure at present, your focus will be to produce growth and expansion. If you have a hunter mentality, excel at building relationships, and thrive in a fast-paced environment, we want to talk to you!

How You’ll Make an Impact

Territory Planning: Collaboratively create and execute a strategic territory plan, driving success through clear objectives and coordinated efforts.

Account Growth:
Prospecting: Leverage creative prospecting techniques within existing accounts to identify and engage additional stakeholders.
Solution Selling: Apply solution-based selling techniques to identify how Wrike can resolve client challenges and meet business needs.
Value Proposition: Work closely with internal and external stakeholders to develop a compelling joint value proposition for targeted accounts.
Account Management: Employ a solution-oriented approach to managing accounts, focusing on creating and demonstrating value for customers.
Forecasting and Reporting: Ensure accurate weekly forecasting and maintain up-to-date systems of record.
Relationship Building: Nurture and expand relationships with large enterprise accounts, acting as a trusted advisor.
Data-Driven Growth: Utilize data and analytics to identify growth opportunities and measure success, going beyond typical 'farmer' roles by proactively seeking expansion avenues.
Prospecting Tools and Methods: Utilize and refine successful go-to tools and methods for prospecting to efficiently identify and engage potential opportunities within accounts.
Thought Leadership: Stay informed about competition, market trends, industries, and products to position yourself as a thought leader in the space.

You will stand out with

Hunter Mentality: Demonstrated success in proactively identifying and pursuing new contacts and opportunities within large organizations.
Proactive Cross-Selling: Strong ability to proactively seek out and generate cross-sell opportunities within existing customer accounts.
Sales Techniques: Deep understanding of sales methodologies, including MEDDPIC, with the ability to articulate ROI and manage objections effectively.
Negotiation Skills: Strong negotiation skills to increase account spending and maximize value for both the company and the customer.
Collaboration: Ability to partner with overlay roles across the company to address accounts from multiple angles.
Account Management: Strong skills in discovery, relationship building, and expanding existing accounts with a customer-centric approach.
Communication: Excellent communication skills, capable of engaging at all levels within a customer account, including C-level executives

You will achieve your best if you have

5+ years of quota-carrying software or technology sales experience, particularly in new business/account management and selling to IT and business leaders.
Proven expertise in roles related to digital transformation.
Bachelor's Degree or relevant experience.

Preferred Attributes:

Adaptability: Ability to adapt and be comfortable with change, as the role may involve shifts in strategy based on account needs and new offerings/solutions.
Track Record: Proven history of exceeding sales quotas year over year.
Enterprise Relationships: Experience managing and expanding relationships with large enterprise accounts.
Collaboration: Ability to collaborate effectively with other account team members (e.g., BVC, CSE) to maximize account value.
Hunter Mentality: A balanced approach, with a strong hunter mentality for pursuing new business opportunities.
Technology Adoption: Experience in increasing technology adoption and creating long-term transformational account strategies.
Outcome Focused: Always keeping the business outcome in mind and committed to putting customers first.