- Build and expand a portfolio of strategic accounts, leveraging existing trusted relationships and developing new ones, resulting in measurable growth (revenue, renewals, expansions, referrals). - Identify target accounts and customers within the accounts based on the expertise we can provide. - Qualify and drive sales opportunities throughout the sales cycle. - Monitor and manage client expectations and perception of pre- and post-product delivery. - Create strategic account plans, forecasts, and execution strategies. - Act as a bridge between delivery and sales. - Manage existing accounts and assist with statement of work creation modification and submission. - Assist with account profitability and invoicing. - Responsible for revenue forecasting accuracy.

• Account management with outcome of increased overall YoY Total Bookings • Proficiency in account planning and territory management • Accurate daily activity reporting, and monthly/quarterly/annual forecasting • Learn IDC products and services, that align with your territory, accounts, and competitors • Help clients get the most value out of their market research investment and will focus on renewing contracts, business retention, and account growth • Communicate, coordinate, and collaborate with other internal IDC stakeholders to continue to develop opportunities within account base

• Manage your accounts from an existing customer perspective, land-and-expand is the typical model. • Engage cross line-of-business at C-level and below. • Represent the entire Celonis suite of solutions with a focus on our sales motions for Finance and Supply Chain as well as on addressing customer / industry specific use cases. • Hold an individual revenue target for closing six-seven-figure deals within your accounts. • Engage closely with partners e.g, consulting firms and SaaS vendors. • Drive complex sales cycles through orchestrating virtual teams including business development representatives, marketing managers, partner managers, sales engineers / pre-sales, customer success managers, professional services, implementation partners…

• Focused on a portfolio of customers, the Enterprise CAE will own the sales process from start to finish. • You will work closely with Sales Managers, Sales Engineers, Customer Success, Professional Services, Marketing, and Dialpad Partners to grow our existing customer base. • Create an account plan for how you will achieve your quarterly goals. • Cultivate relationships with our customers to gain insight into customer strategy and expansion plans. • Work leads and generate pipeline. • Achieve or exceed quarterly revenue goals. • Serve as a Dialpad expert and become a trusted advisor and resource for your customers. • Identify customers who would be a good fit for the Customer Advisory Board and Executive Sponsor Program. Become an advocate for the customer back to Dialpad.