Lead Enterprise Account Manager

Key Responsibilities Account Strategy and Growth - Develop and execute strategic account plans for assigned enterprise customers in North America - Drive platform adoption and revenue growth through expansion of Enterprise Vault solutions within existing environments - Identify opportunities to expand across business units, departments, and group companies - Align Enterprise Vault solutions with customers evolving data compliance requirements, IT strategies, and security priorities Customer Relationship Management - Build and maintain strong relationships with key stakeholders including CIOs, IT leadership, security teams, procurement, and business units - Act as a trusted advisor to customers by understanding their business challenges and strategic priorities - Establish executive-level relationships to support long-term partnerships and strategic initiatives Revenue Expansion and Renewals - Manage renewal cycles and expansion opportunities to ensure strong retention and long-term customer value - Identify and develop new use cases and solution opportunities within existing customers - Drive adoption of the Enterprise Vault platform and related solutions across the enterprise Cross-functional Collaboration - Partner closely with Account Technology Specialists and Product Management teams to deliver successful outcomes - Work collaboratively with system integrators, resellers, and distributor partners to drive customer success and adoption - Coordinate internal teams to support complex deal execution and customer initiatives Pipeline and Forecast Management - Maintain a disciplined approach to pipeline development, deal execution, and forecasting accuracy - Manage complex enterprise sales cycles involving multiple stakeholders and decision makers - Track progress against account plans and revenue targets Market and Customer Insights - Provide insights on customer needs, market trends, and competitive landscape - Contribute feedback to internal teams to support go-to-market strategy and product evolution Required Qualifications - 5+ years of experience selling enterprise technology solutions to large enterprise customers - Demonstrated success managing and expanding strategic enterprise accounts - Experience navigating complex customer organizations with multiple stakeholders and long sales cycles - Strong relationship-building skills with the ability to engage senior executives and decision makers - Proven ability to drive customer adoption and expansion within existing accounts - Experience working collaboratively with technical teams and partner ecosystems - Excellent communication, negotiation, and account planning skills - Bachelor's degree or equivalent experience Preferred Qualifications Experience selling Enterprise Vault solutions or comparable enterprise platforms such as Veritas, Arctera, Global Relay, Smarsh, Proofpoint, Purview, etc. Knowledge of data compliance market, regulated industries, and public sector customers Experience driving enterprise platform adoption, migrations, or licensing transitions Experience working with SI partners, resellers, and distributor ecosystems in North America Busin