What are the responsibilities and job description for the Enterprise Account Manager position at Ipsos?
Enterprise Account Manager
Job description
Type
Full-Time/Regular
Synthesio is a global organization with offices in NY, London, Paris, Brussels and Singapore. The best way to define us is as an “established startup” with a team of about 140 employees, created in 2006, which is part of Ipsos, one of the leaders in global market research.
We are a technology company that provides an AI-enabled Consumer Intelligence platform to our customers that allows them to make sense of the chatter that goes on throughout social media, search, and other channels. Our goal is to help insights professional, marketing teams, and innovation leaders gain the most complete, accurate, and predictive picture of their consumers. To help them better understand markets and buyers and outsmart their competition.
Our customers are large F1000 companies - such as Danone, Facebook, Mastercard, Nissan - or large agencies - such as WPP. And we are recognized by third-party firms like Forrester and G2 as the best at what we do!
About Our Culture
Global: Global organization, very flat, we interact daily with all offices, all time zones, more than 30 different cultures, so we appreciate being open minded, respectful.
Simple: We take pride in finding simple solutions to complex problems, so we look for scalable solutions, we are prone to looking for/ giving feedback, being assertive, honest.
Fun: We believe that autonomy, trust, conviviality, being oneself and have fun is the best way to flourish and give the best of oneself
Position Overview
Reporting into the Vice President of Global Account Management, the key requirement of the Enterprise Account Manager role is to strategically expand the footprint within an assigned portfolio of Enterprise accounts by ensuring a strong renewal rate and by uncovering new opportunities for growth via cross-sell and upsell. A key focus of this role will be to develop a trusted advisor relationship with customer executive sponsors to ensure the Synthesio program is closely aligned with the customer’s business case and strategy allowing the full potential of Synthesio’s solution to be realized.
Responsibilities
- Thoroughly own the client relationship such that the Enterprise Account Manager can create, and continually enhance, the comprehensive mapping of each client organization across all geos and business units (Consumer Insights, Marketing, Product, and Innovation)
- Devise a multi-layered account strategy, based on the mapping, to successfully penetrate each business unit within the client organization, laying out clear targets and goals on an annual and quarterly basis.
- Working in collaboration with the assigned Client Success and Support teams, maintain exceptional client relationships to ensure a high level of renewals within assigned clients, to gain additional share within existing clients, and to win referrals to new clients.
- Working closely with Ipsos Social Intelligence Analytics (SIA) teams to cross sell Ipsos insights services and consulting.
- Work with clients to define ongoing product enhancements and adjustments to meet their business needs.
- Negotiate terms and conditions for client renewals, upsells and cross-sells.
- Forecast and track sales opportunities and activities in a timely manner using the CRM tools such as Salesforce.
- Share lessons learned with other members of Synthesio’s Customer Success, Account Management and Sales Teams in order to optimize all business expansion opportunities.
Qualifications
- Demonstrable track record in account management for a $2 - 3 million book of business – with a proven 80% or higher renewal rate.
- Strong track record in achieving new business upsell/cross-sell targets within existing client base.
- Experience managing and effectively selling throughout complex, global Fortune 1000 clients.
- Strong background in business processes and/or consulting – proven ability to develop use cases to better target cross sell, upsell opportunities that are well tied to client business needs.
- A Sales Centric approach to Strategic Account Management.
- Excellent customer facing presentation, written, and oral communication skills
- A minimum of five years’ work experience in Account Management, Customer Success or Sales is preferred.
- Experience in SaaS technology vendors or consumer insights/ research agencies is a strong plus.
- Bachelor’s degree or equivalent.
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