Global Account Manager - Strategic Pursuits

About the Role

EDB is seeking a results-driven Strategic Pursuit Account Manager to join our growing team. You will be responsible for cross-selling and up-selling within the EMEA region but covering accounts that are geographically dispersed worldwide. The role will involve managing and building out relationships within existing and potentially new EDB enterprise customers.  Accountability will also extend to overall relationship returns, the cross-selling of new EDB solutions, as well as expansion and up leveling of executive relationships.

 Responsibilities:

• Build, develop and maintain an actionable global account business plans that ensures attainment of assigned revenue targets

• Keep abreast of any new developments or competitive information that may enhance or threaten existing revenue

• Work with other EDB business stakeholders to develop replies to RFI and RFP's, where necessary

• Work closely with the EDB Marketing team to secure the participation of EDB customers at internal and external events

• Solicit and provide feedback from EDB customers to the EDB Product and engineering team to enhance product development tied directly to customer needs

• Create and execute a long-term business plan, including strategies, goals, quotas, and analytics.

• Develop collaborative working relationships across the organization in pursuit of the company’s overall business goals.

• Create and cultivate a feedback loop with customer success, marketing, finance, and other key regional stakeholders.

• Build peer to peer relationships across EDB and clients C Suite

• Engage strategic business partners (SI, GSI and Alliance Partners) to drive customer business outcomes

• Develop trusted advisor status  and relationships with key global accounts, customer stakeholders, and executive sponsors globally

• Resolve client issues and inquiries at a senior level across a global book of business

• Generate ideas to support customers and enhance brand awareness

• Utilize client feedback to improve the customer experience

• Ensure global key accounts have brand consistency and stay updated with EDB product and solution  launches

• Team with technical, marketing, and local field sales specialists to identify and capture revenue opportunities

• Provide consolidated global forecasts for all revenues across all global accounts and subsidiaries

• Model complex Investment and ROI business analysis and present and implement business and technical solutions strategies.

• Foster a team environment and encourage global collaboration across all aspects of the organization to ensure delivery of  account objectives and KPI's.

• Find and identify potential Global Key Accounts and build and execute engagements

Qualifications:

• 15+ years of experience selling business solutions to Global Enterprise Business accounts, especially to C Suite Executives within Banking, financial services, and insurance industries

• Proven and consistent successful track record of annual revenue target attainment

• Well-developed professional business acumen and ability to communicate business value propositions to senior executives within global accounts

• A proficient awareness of the financial operational process within the Banking, financial services, and insurance industries

• An expert in team selling environments with solid interpersonal, presentation and communication skills, in addition to being flexible and quick thinking

• Ability to build, develop and deliver complex business case workshops, produce business case reports, and lead multi-stakeholder and executive meetings

• Ability to build trust and credibility and manage complex contract negotiations

• Good technical comprehension of selling technology solutions to lines of business

• Ability to travel when required and work across multiple time zones

• Educational qualifications at Degree level