Senior Account Manager - Retail

epicorsoftware; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Epicor Software is seeking a Senior Account Manager in Retail to own the full sales lifecycle for national retail accounts. You will build executive sponsorships across buyers, IT, and operations while driving revenue growth through up-sell and renewals.

You will translate client objectives into Epicor ERP, POS, and analytics solutions, leading cross-functional teams to deliver measurable value and a strong customer experience.

Qualifications

• 5+ years of B2B software sales or enterprise account experience.
• Proven ability to manage strategic accounts and drive revenue growth.
• Strong communication and negotiation skills across executive and operating levels.

Responsibilities

• Own the full sales and account-management lifecycle for national/high-value retail customers.
• Build executive-level relationships with sponsors, buyers, and IT/ops stakeholders.
• Develop annual and multi-year account plans identifying growth and risk.
• Translate client objectives into Epicor ERP, POS, inventory, merchandising, and analytics solutions.
• Lead complex deal strategy including ROI, pricing, and negotiations with cross-functional teams.
• Drive multi-product upsell, cross-sell, and SaaS expansion while protecting account health.
• Maintain accurate pipeline, forecast, and data in Salesforce; analyze market trends.
• Coordinate cross-functional teams to resolve issues and deliver commitments.

Skills

Strategic account management

Consultative selling

Value-based solutions

Complex software sales

Executive communication

Sales forecasting

CRM/Salesforce

Negotiation

Education

Bachelor's degree in business/marketing/related

Tools

Salesforce

Job description

*An internal or pre-identified candidate is currently under consideration, but all qualified candidates are encouraged to apply.

Senior Account Manager | Retail

Join Epicor as an Account Manager! The National Account Manager owns the strategy, relationship, and commercial performance of a portfolio of large, multi-location, or strategically significant retail customers. This senior individual-contributor role builds executive-level partnerships with retailers, buying groups, and channel partners; develops account and growth plans; positions Epicor retail ERP and related software solutions against customer priorities; and orchestrates internal teams to deliver measurable customer value. The role is accountable for profitable revenue growth, forecast discipline, renewals, expansion, and sustained customer engagement across the full account lifecycle. Experience serving thrift, sporting goods, pet, lawn and garden, hardware, specialty retail, or pharmacy organizations is especially relevant.

What you will be doing:

• Own the full sales and account-management lifecycle for a portfolio of national, enterprise, or otherwise high-value retail customers, including account planning, opportunity development, renewal, and expansion.
• Build trusted relationships with executive sponsors, retail buyers, category and merchandising leaders, IT and operations stakeholders, buying groups, and regional or local operating team.
• Develop and execute customer-specific annual and multi-year account plans that identify growth priorities, whitespace, product adoption opportunities, competitive risks, and measurable business outcomes.
• Translate retail operating objectives into compelling, value-based Epicor solutions, including ERP, point of sale, inventory, merchandising, purchasing, pricing, distribution, e-commerce, CRM, analytics, and integration capabilities.
• Lead complex opportunity and deal strategy, including discovery, solution positioning, competitive differentiation, business cases, ROI analysis, pricing and commercial structure, negotiation, and coordination with legal, finance, product, services, and delivery stakeholders.
• Drive profitable multi-product upsell, cross-sell, SaaS conversion, and expansion motions while protecting customer value, commercial discipline, contract compliance, and long-term account health.
• Maintain accurate pipeline, forecast, activity, and account data in Salesforce or the designated CRM; analyze sales performance, retail trends, customer signals, and market intelligence to prioritize actions and manage risk proactively.
• Orchestrate cross-functional teams across sales, solution consulting, customer success, services, product, marketing, finance, legal, and support to resolve issues, deliver commitments, conduct executive business reviews, and improve the customer experience.

What you will likely bring:

• Advanced strategic account management, consultative selling, value-based solution positioning, and complex software sales skills, with the ability to connect retail customer priorities to measurable business outcomes.
• Working knowledge of retail ERP software and the operating processes it supports, including multi-location retail, point of sale, inventory and replenishment, merchandising, purchasing, pricing, distribution, e-commerce, analytics, and system integrations.
• Strong executive communication, presentation, negotiation, and storytelling skills; able to influence stakeholders across customer organizations and internal functions without direct authority.
• Strong commercial and financial acumen, including revenue planning, pricing and margin considerations, contract terms, ROI analysis, forecasting, pipeline analytics, and performance reporting.
• Proficient use of CRM and sales productivity tools, preferably Salesforce, with disciplined documentation, data quality, opportunity management, and forecast practices; proactive ownership, sound judgment, organization, resilience, and problem-solving ability.

What could set you apart:

• 5+ years of applicable sales or account-management experience with demonstrated success selling or managing complex B2B software, technology, SaaS, or enterprise solutions.
• 2+ years of specialized experience managing large, national, enterprise, strategic, or multi-location retail accounts and leading complex sales, renewal, or expansion motions.
• Required: demonstrated experience with ERP software in retail or another multi-location operating environment. Experience selling, supporting, implementing, or managing retail ERP solutions is strongly preferred.
• Required or strongly preferred: experience with one or more of the following retail channels: thrift, sporting goods, pet, lawn and garden, hardware, specialty retail, or pharmacy. Experience with buying groups, dealer networks, franchise or affiliate models, and multi-banner retail is a plus.
• Bachelor's degree in business, marketing, technology, or a related field, or equivalent combination of education and relev