Enterprise Account Manager
About the Role:
At AvePoint, we help organisations modernise the way they govern, protect and manage their data.
We are looking for an experienced Enterprise Account Manager to own and grow a portfolio of strategic enterprise customers across Australia. This is an opportunity to work with some of the country's leading organisations, build executive relationships, influence customer strategy and help customers realise greater value from their Microsoft investments.
You will be responsible for protecting and growing recurring revenue, leading multi-disciplinary account teams, and identifying opportunities to solve meaningful business challenges through AvePoint's Confidence Platform.
The Opportunity
This is not a traditional account management role.
We are looking for someone who can develop trusted executive relationships, execute strategic account plans and create growth through consultative, value-based selling.
You will act as the quarterback for your accounts, leading a Virtual Account Team consisting of Solution Engineers, Customer Success Managers, Technical Account Managers, Delivery Consultants and Partners to deliver customer outcomes and drive long-term account growth.
What Success Looks Like
- Trusted relationships with executive and senior business stakeholders.
- High customer retention and successful renewal outcomes.
- Strong account plans with clear growth strategies and stakeholder coverage.
- Consistent expansion through cross-sell and upsell opportunities.
- Executive Business Reviews that align AvePoint capabilities to customer priorities.
- Accurate forecasting and disciplined opportunity management.
- Strategic influence across key customer initiatives and transformation programs.
Key Responsibilities
- Own the commercial strategy and performance of a portfolio of strategic enterprise accounts.
- Build and maintain relationships with executive, business and technical stakeholders.
- Develop and execute account plans that identify priorities, risks, whitespace opportunities and growth initiatives.
- Lead the end-to-end renewal process and secure long-term customer retention.
- Drive expansion through discovery, business alignment and value-led conversations.
- Coordinate and lead Virtual Account Teams to execute customer strategies and achieve desired outcomes.
- Facilitate Executive Business Reviews and strategic planning sessions with customers.
- Position solutions based on business outcomes, risk reduction, operational improvement and return on investment.
- Identify and develop opportunities within new business units, departments and stakeholder groups.
- Manage complex procurement, commercial and negotiation processes.
- Maintain a high standard of forecast accuracy, pipeline quality and CRM hygiene.
- Consistently achieve or exceed quarterly and annual growth objectives.
What You'll Bring
Required
- 5+ years' experience managing and growing enterprise or strategic customer accounts within a technology or SaaS environment.
- Demonstrated success managing renewals, expansion opportunities and complex sales cycles.
- Experience engaging executive-level stakeholders including CIOs, CISOs, CTOs and senior business leaders.
- Strong account planning, stakeholder mapping and opportunity management capabilities.
- Proven ability to lead cross-functional teams and influence without direct authority.
- Excellent communication, presentation and commercial negotiation skills.
- A proactive and highly accountable approach to customer success and revenue growth.
Highly Desirable
- Experience within the Microsoft ecosystem.
- Experience selling SaaS, cloud, governance, security or data management solutions.
- Familiarity with value-selling and consultative sales methodologies.
- Experience working with channel and strategic partners.
- Experience managing enterprise customers with complex stakeholder environments.
Why Join AvePoint?
At AvePoint, you will have the opportunity to work with leading organisations across Australia and New Zealand while being supported by a world-class team of Solution Engineers, Customer Success professionals, Technical Advisors, Marketers and Executives.
We invest heavily in our people, culture and technology, giving you the tools, support and autonomy to build meaningful customer relationships and accelerate your career.
What We Offer
- Competitive salary and performance-based incentives.
- Career progression and global mobility opportunities.
- Hybrid working environment.
- Private health insurance.
- Mobile phone reimbursement.
- Enhanced paid time off with dedicated AvePoint leave days.
- Tuition reimbursement and professional development support.
- Employee referral program.
- Recognition and reward programs.
- A collaborative, high-performance culture focused on growth and learning.
AvePoint is proud to employ talent from many different backgrounds, experiences, and identities. We believe that diversity and inclusion drives our success and is at the core of how we hire, communicate, and collaborate to deliver value and excellence. We are committed to fostering an environment where people can bring their whole selves to work and feel a sense of belonging, and we continue to work toward creating a workforce that represents the diversity of our customers and communities.
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