[Hiring] Enterprise Customer Account Manager @UKG

Role Description

The Enterprise Customer Account Manager will be focused on selling into Enterprise Services and Distribution named accounts in an assigned geographic territory. This position requires an individual who can successfully build and grow existing customer relationships selling our full suite of products. A successful candidate will need to use consultative selling skills to clearly understand customer/prospect business requirements and recommend the best UKG software solution to meet their business objectives.

Key Responsibilities

• Strengthen and expand customer relationships through regular and frequent face-to-face interactions designed to drive sales growth.
• Attend industry events, trade shows, and conferences relevant to your customer base.
• Proactively develop, utilize, and maintain a deep understanding of the customer's industry.
• Advise, consult, and support customers on best and next practices in the utilization and expansion of services.
• Develop and maintain a "greenspace" heatmap and run strategic sales campaigns to drive pipeline and bookings in assigned accounts.
• Collaborate with internal stakeholders to develop and maintain Annual Account Plans and Relationship Maps for each assigned account.
• Build strong executive relationships (CHRO, CIO, CFO, COO, etc.) across the account.
• Leverage your sales management team, UKG executive sponsors, and in-person meetings to strengthen these relationships.
• Conduct at least two in-person business reviews with the customer annually, covering adoption, support, and roadmap discussions.
• Share new product offers and innovations during business reviews to drive sales.
• Monitor account health, identify risks, and collaborate on Save Plans with appropriate teams.
• Maintain accuracy of account contacts and sentiment in SFDC, including a rolling four-quarter pipeline.

Qualifications

• At least 8 years of experience driving full cycle sales management process.
• Proven experience with a mix of transactional and strategic deals, ranging from 9-12 month sales cycles.
• Demonstrated ability to consistently exceed a $1 million+ quota year over year, maintaining a pipeline three times the quota.
• Experience selling SaaS solutions, preferably in HCM, WFM, Payroll, or ERP.

Preferred Qualifications

• Proven track record of building and growing customer relationships in an Enterprise territory.
• Experience building strong executive relationships (CHRO, CIO, CFO, COO, etc.) across the account.
• Strong consultative selling skills with the ability to understand customer/prospect business requirements.
• Excellent communication and presentation skills.
• Ability to work collaboratively with internal stakeholders and leverage executive relationships.
• Experience with Sandler, Challenger, Powerbase Selling methodology or similar Sales methodology.
• Superior negotiation, written and verbal communication skills.
• Up to 50% travel.

Benefits

• The base salary for this position is $170,000 annually, with the opportunity to significantly increase total earnings through a performance-based incentive compensation plan.
• The plan may provide for the payment of commissions and restricted stock unit awards as part of total compensation.
• The base pay offered may vary depending on skills, experience, job-related knowledge, and work location.