Enterprise Account Manager

Enlighten Designs; Hamilton; Hybrid; NZD 120,000 - 180,000; Full time

Job summary

Enlighten Designs is seeking an experienced enterprise account manager to look after a portfolio of major clients, including large enterprises and corporates. You’ll understand their business needs, grow the relationship, and win bigger, more complex programs across data, AI, web, and custom software.

You will engage with multiple stakeholders, procurement teams and boards, and work with delivery teams to ensure value delivery. Travel and hybrid work from Hamilton are expected.

Qualifications

• Experience selling to large enterprises and corporates.
• Ability to build business cases and engage C-suite.
• Strong relationship management and cross-functional collaboration.
• Understanding of AI, data and software solutions.

Responsibilities

• Grow and deepen client relationships across data, AI, web and software.
• Manage a multi-million-dollar services and solutions pipeline.
• Lead business reviews with clients and delivery teams.
• Talk business value and build the business case with stakeholders.

Skills

General management

C-suite communication

Enterprise sales

Pipeline management

Large deals

Value selling

Strategic account planning

Job description

Jora New Zealand will close on 9th September 2026. Thank you for being with us, we are cheering you on as you continue your career journey.

For 27 years we've been one of New Zealand's most awarded digital and data partners. Microsoft Country Partner of the Year, a Microsoft Fabric Featured Partner, and operating in and trusted by some of the largest brands in the world like Microsoft, United Nations and Rocket Mortgages. We're human-centred, innovation-led, and we're going all in on AI. We don't just write code. We build solutions that give our clients a real edge.

The opportunity

We're looking for an experienced business leader to look after a portfolio of our most significant clients. Some are large enterprises, some are corporates, and they all value an account manager who genuinely understands their business and helps them get more from what we do. Why are we advertising in a GM category, the reason is that to sell a transformational 6 figure deals, you need to understand business value and need. We’ve found our most successful people in this area have come from strong GM backgrounds.

For us, “enterprise” is about how a client buys and works with us, not just how big they are. Think multiple stakeholders, procurement teams and boards, longer sales cycles with a few gates to get through, certification requirements, and clients who like to talk business. You'll grow and deepen these relationships and win the bigger, more complex work the patch already generates, from support renewals through to multi-million-dollar programmes across data, AI, web and custom software. The pipeline is already there. This role is about growing it, not starting from scratch.

What great looks like

The best account managers here build real rhythm into every account and treat their account patch like a business. That means regular business reviews and QBRs, account plans that line up a pipeline of work with what each client is trying to achieve, and delivery and pre-sales working right alongside you.

You're probably someone who…

• Is a businessperson, not just a salesperson. I.E. general management, consulting, industry or commercial background. Our best account managers get how a client's business works and sell the outcome, not the feature. They are happy talking to the C suite and directly to boards.
• Knows how to play the business game. You can hold your own in a room full of senior people and talk their language. You'll get under the skin of a client's business, work out the problems worth solving, and bring in our delivery team to build the solution. The deep technical work is theirs. Understanding the business need, shaping the opportunity and keeping the relationship open is yours.
• Has sold into or worked inside larger organisations and knows how to find your way around them, engaging the decision-makers and building the business case.
• Genuinely believes AI is the future and can talk about it credibly with a CEO, across the Microsoft stack (Azure, Fabric, Copilot) and the new wave of tools like Anthropic's Claude.
• Reads what each client needs and adapts. Our clients range from big enterprises to corporates, and the best fit moves comfortably between them.
• Runs their patch like their own multi-million-dollar business and owns the results.
• Sells strategically. Account and opportunity plans, laddering across stakeholders, being smart about which deals to chase, and working hand in hand with delivery. If you're trained in a recognised methodology (SPIN, value selling, Target Account Selling or similar), even better. We'll train you in ours.
• Has won complex, larger B2B deals and keeps an honest, tidy pipeline.
• Enjoys the parts of the job that happen outside the office. Networking, industry events and regular travel to clients.

Research shows women and other underrepresented groups are more likely to opt out of applying unless they tick every box. If this role interests you and you'd like to work with us, but your experience doesn't line up exactly, please apply anyway.

Why you'll like it here

• A high-impact patch with a strong pipeline and plenty of room to grow it.
• A competitive package with strong on-target earnings.
• Hybrid working from our central Hamilton office (around three days a week in), with travel to clients.
• A collaborative, award-winning team right at the front of New Zealand's data and AI work, and a CEO who'll back you to do it well.
• You're in charge of your own success here. Not much red tape, but real structure where it counts, including formalised sales training and AI upskilling.