Enterprise Account Manager

The Enterprise Account Manager is responsible for developing and managing strategic enterprise accounts, driving revenue growth, strengthening executive relationships, and positioning the organization 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 organization.
• 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.