The EMEA Global Account Manager is responsible for driving strategic sales growth and managing a portfolio of enterprise accounts within the EMEA region. This role combines strategic account management, territory management, alliance partnership engagement, and complex solution selling to deliver impactful SaaS solutions that improve revenue management and operational efficiency.
Key Responsibilities
Strategic Account Management and New Logo Acquisition:
- Develop and execute strategic account and territory plans across parent and subsidiary organizations in the EMEA region, to both capitalize on the whitespace within existing global customers and net new logos.
- Drive the end-to-end sales process and customer stakeholder alignment, where buying decisions and budgets are owned in the EMEA region.
- Build, own, and execute sales strategy for assigned geography and account allocation.
- Manage own book of business/territory, running business meetings both remotely and in person.
- Lead quarterly business reviews and strategic planning sessions with customers.
Sales Growth & Pipeline:
- Drive cross-sell and upsell opportunities for Model N’s SaaS product and recurring services suite.
- Build, manage, and drive pipeline; close business.
- Achieve/exceed annual sales quota for ARR, annual and quarterly pipeline/funnel targets.
Customer Success & Advocacy:
- Partner with Customer Succes Team to build trusted relationships with senior customer stakeholders to promote solution adoption.
- Advocate for customer needs internally to improve product and service outcomes.
- Support renewal processes and customer retention efforts.
Operational Excellence:
- Maintain accurate pipeline and account data in Salesforce for assigned territory.
- Leverage internal resources (Solutions Consultants, Partners, Support, Professional Services) throughout the sales cycle.
- Demonstrate product and industry knowledge and understanding of Model N’s unique value proposition.
- Utilize the “Model N Way” sales methodology and tools.
- Resolve field/customer conflict and ensure all partner resources are fully leveraged.
