Enterprise Account Manager

About the Company

About Jaggaer provides an intelligent Source-to-Pay and Supplier Collaboration Platform that empowers organizations to manage and automate complex processes while enabling a highly resilient, responsible, and integrated supplier base. With 30 years of expertise, we specialize in solving complex procurement and supply chain challenges across various industries.

Our 1,300+ global employees are obsessed with ensuring customers get full value from our products - ultimately enhancing and transforming their businesses.For more information, visit www.jaggaer.com.

About the Role

About the role as an Enterprise Account Manager at Jaggaer, you will grow revenue within a portfolio of large enterprise accounts by understanding each customer's strategic objectives, delivering quantifiable value, and building strong relationships with senior executives. You will own the commercial relationship, including renewals, upsell, cross-sell, and new business opportunities within assigned accounts. You will also partner closely with Customer Success Managers to ensure that the outcomes sold are the outcomes achieved.

Responsibilities

Key Responsibilities

Revenue Growth

• Own the account revenue plan, including renewals, upsell, cross-sell, and new business.
• Build and manage pipeline to quota, maintaining accurate and defensible revenue forecasts.

Customer Strategy

• Understand each customer's business goals, financial pressures, and operating priorities.
• Translate these into documented account plans with clearly identified growth opportunities, whitespace, and risks.

Quantified Customer Value

• Define, baseline, and track measurable business outcomes, including cost savings, spend under management, risk reduction, and operational efficiency.
• Maintain an agreed value summary for each account that the customer can validate.

Executive Alignment

• Build and sustain multi-threaded relationships with customer stakeholders, including C-suite executives.
• Lead executive business reviews that connect customer strategy with results delivered and future opportunities.

Customer Success Partnership & Outcome Delivery

• Partner with Customer Success Managers on shared account plans, with agreed success criteria, adoption milestones, and customer health metrics.
• Ensure a clear handover of the business case and desired outcomes following contract signature.
• Regularly review customer progress with Customer Success Managers and co-lead quarterly business reviews (QBRs).
• Ensure commitments made during the sales cycle are delivered, escalating gaps to Professional Services, Product, or Support during the implementation of new revenue.
• Leverage Customer Success insights on product usage, account health, and customer sentiment to identify expansion opportunities and renewal risks early.

Cross-Functional Leadership

• Coordinate Solutions, Product, Professional Services, and Support teams around customer objectives.
• Act as the single accountable owner of the commercial relationship.

Risk Management & Retention

• Proactively identify churn, adoption, and renewal risks.
• Develop and execute recovery plans in partnership with Customer Success Managers, escalating issues when required.

Qualifications

Qualifications & Experience

• Typically 7+ years of experience in enterprise software sales or account management, with a proven track record of managing large, complex enterprise accounts and exceeding revenue quotas.
• Strong experience in strategic account planning, stakeholder mapping, and managing multiple decision-makers.
• Proven ability to develop value-based business cases, including return on investment (ROI) and total cost of ownership (TCO).
• Demonstrated experience building executive relationships and communicating effectively with C-level stakeholders.
• Experience managing complex commercial negotiations, renewals, and account expansion opportunities.
• Ability to collaborate effectively with Customer Success Managers and cross-functional teams to achieve shared customer outcomes.
• Knowledge of sourcing, procurement, supply chain, or related enterprise technology solutions.
• Strong commercial acumen, relationship management, communication, and problem-solving skills.

Required Skills

Key Competencies

• Strategic account planning and stakeholder mapping
• Value-based selling and business case development (ROI, TCO)
• Executive presence and C-level communication
• Cross-functional collaboration and shared account ownership with Customer Success Managers
• Complex deal and negotiation management
• Sourcing, procurement, and supply chain domain knowledge

Preferred Skills

• Measures of SuccessSuccess in this role will be measured through:
• Quota attainment, net revenue retention, and expansion annual contract value (ACV).
• Pipeline coverage and forecast accuracy.
• Percentage of accounts with an agreed and tracked customer value case.
• Percentage of customer outcomes achieved against the committed success plan.
• Executive sponsor coverage and executive meeting cadence.
• Customer health scores and renewal outcomes.

Pay range and compensation package

• Why join Jaggaer, you will have the opportunity to work with leading global enterprises, helping them transform their procurement and supply chain operations through innovative technology. As an Enterprise Account Manager, you will play a key role in building strategic customer partnerships, delivering measurable business value, and contributing to Jaggaer's continued growth.

EEO:

Jaggaer is a proud equal opportunity/affirmative action employer supporting workforce diversity. We do not discriminate based upon race, ethnicity, ancestry, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), marital status, caregiver status, sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, genetic information, military, or veteran status, mental or physical disability, or other applicable legally protected characteristics.

ACCESSIBILITY:

Jaggaer is committed to providing access and reasonable accommodation to applicants. If you are a qualified individual with a disability or a disabled veteran and you think you may require an accommodation for any part of the recruitment process, please send a request to: hr@jaggaer.com All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

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