Enterprise Account Manager
Role Summary
The Enterprise Account Manager is responsible for developing and managing strategic enterprise accounts, driving revenue growth, strengthening executive relationships, and positioning the organisation as a trusted technology partner. The role requires a consultative, solution-led sales approach focused on long-term value creation, customer retention, and expansion within assigned enterprise portfolios.
Key Responsibilities
Strategic Account Management
Own and manage a portfolio of enterprise and high-value strategic accounts.
Develop and execute comprehensive account plans aligned with revenue and growth targets.
Establish multi-level relationships within client organisations, including C-suite and senior executives.
Serve as the primary point of contact and trusted advisor to key stakeholders.
Revenue Growth & Target Achievement
Drive new revenue acquisition, cross-selling, and upselling within assigned accounts.
Achieve and exceed annual and quarterly sales targets.
Identify whitespace opportunities across business units and solution lines.
Lead complex, multi-stakeholder deal cycles from opportunity identification to closure.
Business Development & Market Expansion
Leverage industry networks and sector expertise to develop new enterprise opportunities.
Engage high-level decision-makers through strategic presentations and solution workshops.
Prospect and penetrate new verticals where relevant.
Client Engagement & Value Delivery
Understand client business objectives and align technology solutions accordingly.
Collaborate with presales, technical, and delivery teams to ensure solution alignment and execution.
Manage escalations and ensure high levels of client satisfaction.
Support contract renewals and long-term retention strategies.
Forecasting & Reporting
Maintain accurate pipeline management and sales forecasting.
Track and report key account metrics, including revenue performance and growth projections.
Prepare executive-level account status reports and strategic updates.
Cross-Functional Collaboration
Work closely with Marketing, Presales, Customer Success, and Delivery teams to drive integrated account strategies.
Participate in territory planning and strategic go-to-market initiatives.
Competency & Experience Requirements
7–10+ years of proven experience in enterprise sales, account management, or business development within a solution-selling or technology-driven organisation.
Demonstrated experience managing large, complex B2B accounts.
Strong sector experience (e.g., Financial Services, Public Sector, Energy, Telecommunications, etc.).
Pan-African or multi-regional exposure is an added advantage.
Deep understanding of the Nigerian enterprise market and B2B technology sales landscape.
Proven executive-level network within the Nigerian business community.
Strong consultative and solution-based sales methodology.
Experience managing long sales cycles and complex procurement environments.
Strong negotiation, stakeholder management, and presentation skills.
Familiarity with emerging technology trends and enterprise software solutions.
Relevant product/vendor certifications (IBM, Oracle, Microsoft, etc.) are desirable.
Ability to travel across regions as required.
Target-driven with strong analytical and forecasting capabilities.