Enterprise Account Manager

JOB PURPOSE 

As Enterprise Account Manager, you will develop and grow designated global technology accounts by building strategic client relationships, identifying and converting new opportunities, and delivering an exceptional customer experience. You will own account plans and commercial activity across multiple stakeholders, geographies, technologies and service lines.

Working closely with Enterprise leadership, Sale,  Delivery and operational teams, you will understand each client’s strategy and business needs, strengthen relationships at decision-making level and position Penta Consulting’s Professional Services, Managed Solutions and Managed Resource offerings. The role is accountable for sustainable account growth, revenue and gross-profit performance, opportunity conversion and high-quality service delivery.

DUTIES & RESPONSIBILITIES 

As Enterprise Account Manager, you will lead commercial and relationship activity across designated enterprise clients. Your key duties will include:

• Understand, engage and develop relationships across the customer base at all decision-making levels to maximise account development and penetration.
• Maintain a clear understanding of customers’ business needs and position Penta Consulting’s Account Directors to develop new propositions and senior-level relationships.
• Build and maintain strategic account plans and organisational charts for your designated client (s) to ensure effective and coordinated client engagement.
• Meet and exceed agreed monthly sales quotas and targets.
• Analyse and use account data to conduct in-depth evaluations and identify revenue opportunities.
• Drive account growth by identifying and promoting managed services opportunities within designated client accounts.
• Conduct face-to-face meetings, presentations and webinars, acting as a trusted adviser, sharing relevant insight and continually identifying revenue opportunities across the client organisation.
• Work closely with New Business, the wider Sales team and Delivery to undertake pre-sales feasibility assessments and support proposals that meet customer requirements.
• Engage with channel partners to identify and develop new opportunities.
• Develop case studies and customer-focused PR activity that demonstrate Penta Consulting’s capabilities and successful outcomes.

EXPERIENCE AND QUALIFICATIONS

Essential: 

• At least three years’ experience in an enterprise field-sales environment.
• Demonstrable success in building and growing new accounts and territories through consultative and solution-based selling.
• The ability to navigate large, complex enterprise organisations strategically and effectively.
• Proven commercial success in achieving targets within a strategic sales environment, incorporating value-led and solutions-based services selling, ideally within the IT or technology sector, including software, e-commerce services, web, application or platform hosting, managed services, virtualisation, data centres, SaaS, cloud computing, co-location or internet services.
• The ability to secure customer engagement with, and approval of, strategic account development plans.
• Demonstrable ability to build rapport and sell solutions to board-level contacts.
• Proven territory-development skills, with the ability to generate, qualify and close business opportunities.
• Strong full-lifecycle B2B sales experience.
• A proven ability to meet and exceed KPIs and monthly revenue quotas.
• Excellent rapport-building and communication skills by telephone, email and face to face, supporting the effective delivery of proposals.
• The ability to prioritise and progress several opportunities concurrently within a challenging monthly sales cycle, balancing longer-term strategic opportunities with transactional business to deliver monthly targets.
• Experience responding to RFIs and RFQs and working collaboratively to negotiate and draft commercial contracts.
  The ability to work effectively under pressure and organise and prioritise responsibilities.

Desirable:

• Experience in technology staffing, IT services, telecoms, cloud, software, data, AI, cybersecurity or digital transformation markets.
• Experience developing business across EMEA or other international markets and working across multiple legal entities and geographies.
• Understanding of Professional Services, Managed Solutions, Managed Resource or related workforce solutions.
• Experience responding to RFIs, RFQs and tenders, and supporting statements of work or commercial contract negotiations.

 

Qualifications:

Degree-level education, equivalent professional experience or a relevant commercial qualification.
Professional sales training or recognised account-management development would be advantageous.

 

THE IDEAL CANDIDATE

• A commercially driven account manager who combines strategic thinking with disciplined sales execution.
• A credible, consultative communicator who can become a trusted adviser to complex global clients.
• Skilled at mapping organisations, influencing decision-makers and converting insight into account growth.
• Target-driven, resilient and accountable, with strong ownership of pipeline, forecasting and results.
• Collaborative and responsive, able to align Sales, Delivery and Operations around client priorities.
• Data-led and analytical, with the judgement to prioritise opportunities that offer the strongest value and likelihood of conversion.
• Comfortable operating across different countries, cultures, technologies and commercial models.
• A positive ambassador for Penta Consulting who consistently delivers high standards of service, integrity and professionalism.