Enterprise Account Manager

Glassbox; Norwich; On-site; GBP 90,000 - 130,000; Full time

Job summary

Glassbox, a leader in digital experience analytics, is seeking a Senior Enterprise Account Manager to manage and expand relationships with enterprise customers. You will drive value through proactive engagement and identify cross-sell opportunities across the customer's organization.

You will collaborate with Support, Product, and Solutions Engineering to ensure onboarding and long-term success, while accurately forecasting revenue and maintaining a strategic account plan across your territory.

Qualifications

• 5+ years in an Account Management or Enterprise Sales role, with a proven track record of managing large enterprise accounts.
• Experience land-and-expand strategies with cross-sell opportunities.
• Exceptional relationship-building skills across C-suite to technical teams.
• Deep understanding of the digital landscape, regulatory compliance, and KPIs.
• Ability to translate complex technical solutions into business value for large institutions.
• Strategic thinker with proven account planning capabilities.
• Excellent communication, presentation, and negotiation skills.
• Self-motivated, results-driven, and able to work independently in a fast-paced environment.

Responsibilities

• Cultivate and maintain strong relationships with key enterprise stakeholders.
• Proactively identify expansion opportunities and develop a robust pipeline.
• Lead end-to-end sales cycles for expansion opportunities, including negotiation and closing.
• Collaborate with Support, Product, and Solutions Engineering to ensure onboarding and adoption.
• Forecast revenue and pipeline, reporting on account health and strategy.
• Monitor market trends and competitor activity to inform account plans.

Skills

Relationship management

Commercial acumen

Team player

Forecasting

Market intelligence

Strategic thinking

Communication

Negotiation

Self-motivation

Job description

The Company

Glassbox's mission is to empower enterprises to shape trusted, frictionless digital experiences.

Glassbox is a leading force in shaping digital experiences. It helps organizations uncover digital issues, boost conversion rates, enhance accessibility, prevent fraud, and more. Leveraging AI-driven customer intelligence, Glassbox enables enterprises to deliver secure, proactive, and preventative digital experiences. Its solutions are trusted by highly regulated organizations, including SoFi, Cal, and many others.

We are growing and have been recognized by G2 as one of 2024's Top 50 Software Companies in the world.

The Opportunity

Glassbox is seeking a highly motivated and experienced Senior Enterprise Account Manager to join our growing team, focusing specifically on Enterprise and core ICP customers. In this critical role, you'll be responsible for managing and expanding relationships, driving significant value through proactive engagement and identifying new revenue opportunities across their organizations.

If you are a dynamic, successful, experienced metrics-driven Account Manager, Glassbox might be a great fit.

You will be instrumental in deepening our partnerships with top-tier customers, becoming a trusted advisor who understands their unique challenges and helps them leverage the full power of Glassbox to achieve their digital experience goals.

What You'll Do:

• Relationship Management: Cultivate and maintain strong, long-lasting relationships with key stakeholders across all levels of your assigned enterprise accounts, including C-suite executives, departmental heads, and technical teams.


• Value-Driven Expansion: Proactively identify and develop a robust expansion pipeline by understanding the client's broader business objectives and pain points. You'll champion the value of Glassbox solutions, uncovering \"cross-sell\" opportunities for new use cases and departments within the customer's ecosystem.


• Commercial Acumen: Drive the entire sales cycle for expansion opportunities, from qualification and discovery to negotiation and closing, ensuring alignment with client needs and Glassbox's strategic goals.


• Team Player: Collaborate closely with our Support, Product, and Solutions Engineering teams to ensure seamless onboarding, adoption, and ongoing success for your clients, maximizing their ROI and fostering long-term loyalty.


• Forecasting & Reporting: Accurately forecast revenue and pipeline within your territory, providing regular updates on account health and strategic initiatives.


• Market Intelligence: Stay abreast of industry trends, competitor activities, and emerging technologies to inform your account strategies and contribute to Glassbox's product roadmap.

What You'll Need:

• 5+ years of experience in an Account Management or Enterprise Sales role, with a proven track record of success managing and growing large, complex enterprise accounts preferably within the Financial Services Industry.


• Demonstrable experience in \"land and expand\" strategies, with a strong emphasis on identifying and closing significant cross-sell opportunities within existing customer organizations.


• Exceptional relationship-building skills with the ability to influence and engage stakeholders at all levels, from technical users to executive leadership.


• Deep understanding of the digital landscape, including customer journeys, regulatory compliance and key performance indicators.


• Proven ability to articulate complex technical solutions into tangible business value for large and complex institutions.


• Strategic thinker with strong business acumen and the ability to develop, maintain and execute comprehensive account plans.


• Excellent communication, presentation, and negotiation skills.


• Self-motivated, results-oriented, and able to work independently in a fast-paced, dynamic environment.

Bonus Points If You Have:

• Experience with Digital Experience (DX) analytics, Product Analytics, Fraud, or similar B2B SaaS solutions.


• Familiarity with the specific challenges and opportunities related to digital transformation within financial services, insurance, travel/hospitality and telco companies.

Our Commitment

At Glassbox, we value curiosity, ownership, and a constant drive to learn and improve, no matter the gender, age, nationality, religion, or background. We believe diverse perspectives make us better, and that potential matters just as much as experience, and encourage people of all shapes and sizes to apply.

If this role excites you and you're motivated to make an impact - we'd love to hear from you, even if you don't meet every listed qualification.