Account Manager- Enterprise
SOTI
Date: 2 days ago
City: Mississauga, ON
Contract type: Full time
SOTI is committed to providing its employees with endless possibilities; learning new things, working with the latest technologies and making a difference in the world.
What You’ll Do
We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at [email protected].
Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.
What You’ll Do
- Manage and grow business within a portfolio of large enterprise customers ($5B+), with a focus on revenue expansion and customer realization of value.
- Develop and execute strategic account plans to identify cross-sell and upsell opportunities aligned to customer goals.
- Conduct Quarterly Business Reviews (QBRs) with customers to understand their business priorities, ensure value realization, and uncover growth opportunities.
- Collaborate with strategic reseller partners and partner managers to deliver maximum value to customers.
- Build and maintain relationships with executive-level decision-makers within IT and the LOB to promote long-term customer success.
- Collaborate with Customer Success and Support teams to ensure successful onboarding, high adoption rates, and seamless service delivery.
- Prospect and develop new enterprise accounts through outreach, events, SDR collaboration, and partner referrals.
- Support and lead complex, multi-stakeholder sales cycles, engaging procurement, IT, and business leadership.
- Create compelling business cases that articulate ROI and clearly align SOTI’s solutions with customer needs.
- Own end-to-end direct sales engagements for key accounts, including discovery, solution positioning, negotiation, and closing.
- Partner with Marketing and SDRs to generate pipeline and qualify new opportunities.
- Ensure contracts align with customer needs and internal objectives.
- Maintain a clean and active pipeline, using CRM tools (e.g., Salesforce) to track opportunities, activities, and forecasting.
- Analyze customer data, usage patterns, and market trends to identify risk and expansion opportunities.
- Represent SOTI at customer meetings, industry events, and partner engagements to drive visibility and thought leadership.
- Support regional and national marketing campaigns to drive awareness and engagement within your territory.
- 3–5 years of experience in Enterprise B2B SaaS sales or account management
- Proven ability to grow accounts through upselling, cross-selling, and delivering customer value.
- Experience managing complex sales cycles and engaging cross-functional enterprise stakeholders.
- Financial acumen and fundamentals of project management.
- Strong presentation and communication skills, with the ability to lead business reviews and customer conversations at the executive level.
- Adept at pipeline management and sales forecasting; skilled in using CRM platforms like Salesforce.
- Comfortable working with internal teams across Customer Success, SDRs, Marketing, and Channel Sales.
- Self-starter with a growth mindset, high curiosity, and strong problem-solving skills.
- Willingness to travel within North America up to 25%.
We are committed to providing accessible employment practices that are in compliance with the requirements under the Human Rights Code and the Accessibility for Ontarians with Disabilities Act (AODA). If you require accommodation during any stage of the recruitment process, please notify People & Culture at [email protected].
Please note that SOTI does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Services Agreement with agency/recruiter, SOTI will not consider or agree to payment of any referral compensation or recruiter fee.
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