Enterprise Account Manager - Remote, MD

Description

Archer is the leading provider of integrated risk management (IRM) solutions. We enable our customers to improve strategic decision-making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts. As true pioneers in GRC software, Archer’s team of GRC professionals remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG.

With more than 20-years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,300 customers including more than 50% of the Fortune 500. Learn more at

Archer is the leading provider of integrated risk management (IRM) solutions. We enable our customers to improve strategic decision-making and operational resilience with a modern technology platform that supports qualitative and quantitative analysis driven by both business and IT impacts. As true pioneers in GRC software, Archer’s team of GRC professionals remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG.

With more than 20-years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,300 customers including more than 50% of the Fortune 500. Learn more at

The Account Manager is responsible for managing, renewing and growing relationships with named, strategic, enterprise accounts across the full suite of Archer’s products and services. These targeted, Fortune 500, accounts are regionally based across a variety of industries.

• Account Manager is responsible for retaining existing and winning new business from Executive level buyers and influencers among their named accounts.
• Strategically identifies a territory management approach with focus to growing business with named accounts.
• Develops account presence by creating a high added value working relationship with senior client personnel.
• Understands customers’ business and solutions requirements.
• Territory/account management, including account planning and sales forecasting.
• Customarily and regularly engages with decision makers at client facilities in performing primary duties.
• Leads sales process and utilizes all available resources to manage accounts.
• Skillfully overcomes objections and removes obstacles / eliminates barriers to gain commitment; understands the difference between a stall and an objection.
• Updates CRM tools regularly and in a timely manner, according with company standards. Ensures high forecasting accuracy and consistency.
• Self – starter, ability to leverage resources cross-functionally and maintain white space analysis and execution to drive expansion within existing clients.
• Maintains a strong knowledge of Archer’s products through commitment to ongoing training.
• Understands Software as a Service Business Model.
• Ability to run and control the sales process at every stage through contract signing.
• Works with Partners, Marketing and leadership to service and grow client relationship.
• Maintain 4 rolling quarters pipe coverage adequate given quota and win rates.
• Identifies long-term and short-term sales opportunities. Focuses on sales activities that produce results in the short term as well as the long term.
• Transfers customer information and market knowledge to various cross-functional teams to improve overall development and positioning of offerings within the Archer portfolio.
• Sales growth is attained through new solutions, additional client teams, professional services, and set training sales.

• Supports ~20 enterprise accounts.
• Gains access and manages relationships with senior level leaders and executives.
• Strong understanding of the Archer product and services portfolio.
• Demonstrated working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains.
• Converts inbound leads and obtains outbound leads…