Enterprise Account Executive - Install Base

Location: United States | Hybrid
Sector: Enterprise Software / Asset Management
Package: $150,000 USD base, plus $300,000 USD on target earnings 50/50 split

About the company
Our client is a global enterprise software business supporting organisations operating across complex, asset-intensive environments.

Its technology helps customers improve long-term portfolio planning and asset management, giving them greater visibility when prioritising investment, managing operational risk and making strategic decisions around critical infrastructure and assets.

Backed by a large international technology organisation, the business combines global scale and continued investment with a specialist, consultative approach to solving complex customer challenges.

The company works with customers across sectors where effective asset planning, lifecycle management and investment prioritisation are critical to long-term operational and commercial performance.

The Role
This role is focused on growing an established portfolio of enterprise customers across the US.

You will inherit existing accounts and take responsibility for identifying where each relationship can expand, whether across new teams, business units, use cases, services or additional software capabilities.

This is not a traditional new-logo hunting position, but it requires considerably more than passive account management. You will be expected to proactively identify commercial opportunities, build relationships across multiple levels and develop account-specific strategies that connect the technology to clear operational and business outcomes.

Working with customers that already understand the value of the platform provides a strong foundation from which to develop deeper, longer-term commercial relationships.

Key Responsibilities
•    Build and strengthen relationships across multiple functions and seniority levels within assigned enterprise accounts.
•    Develop a detailed understanding of each customer’s portfolio planning, asset management and wider operational challenges.
•    Identify expansion opportunities across software capabilities, services, use cases, teams and business units.
•    Develop customer-specific account strategies and value propositions.
•    Co-create solution roadmaps with customers and translate them into commercial opportunities.
•    Lead upsell, cross-sell, support and services sales cycles from initial identification through to close.
•    Manage procurement, commercial negotiation and contracting processes.
•    Lead cross-functional deal teams across Sales, Presales, Product and Delivery.
•    Maintain accurate pipeline, opportunity plans and forecasts within CRM.
•    Monitor competitor activity and position the solution effectively within existing accounts.

About you
Essential experience:
•    Proven experience growing existing accounts within enterprise software or SaaS.
•    Experience selling complex technology solutions to senior and C-level stakeholders.
•    Strong understanding of consultative, solution-led and value-based selling.
•    Ability to navigate large, multi-stakeholder customer organisations.
•    Track record of identifying and creating new commercial opportunities within established accounts.
•    Experience developing customer-specific value propositions and expansion strategies.
•    Ability to lead cross-functional teams through complex sales processes.
•    Strong strategic thinking, problem-solving and presentation skills.
•    Commercially driven while maintaining a clear focus on customer outcomes.
•    Comfortable travelling regularly across the US to meet customers and attend relevant industry events.
Preferred experience:
•    Experience selling into asset-intensive industries such as utilities, oil and gas, mining, transportation, infrastructure or the public sector.
•    Knowledge of asset management, portfolio planning or adjacent enterprise software markets.
•    Experience managing complex enterprise accounts across multiple business units and stakeholder groups.

Why Apply?
This is an opportunity to take ownership of strategic account expansion within an established enterprise customer base.

You will work with customers that already recognise the value of the technology, allowing you to focus on developing senior relationships, uncovering additional business needs and converting operational insight into long-term commercial growth.

The role offers significant autonomy, ownership of customer-specific growth strategies and the opportunity to lead complex cross-functional sales activity, while benefiting from the scale, investment and infrastructure of a global enterprise software organisation.

This is a full-time, permanent position with a hybrid working arrangement and regular travel across the US.

Think this could be your next role? 
Please get in touch with FMC Talent to discuss further.
Reference Number: 22444
Temporary or Permanent: Permanent 
FMC Contact: victoria.rybak@fmctalent.com