Responsibilities
- Hire, manage, and coach experienced and highly motivated individuals that are experienced with strategic account management activities such as nurturing executive relationships, developing multi-year customer vision/strategy, and executing against the strategy to drive adoption and growth
- Be accountable for and regularly forecast key business metrics such as account revenue and growth
- Analyze overall performance and growth metrics across a portfolio of partners to proactively identify opportunities and risks, and work with account managers and clients to implement a plan of action
- Champion scalable processes throughout the partner lifecycle including accelerating the initial launch of the Ethos solution, driving continuous value and adoption, and creating growth opportunities in partnership with key internal partners such as sales enablement
- Step in as needed (especially as the team is growing) to act as the partner lead by orchestrating the efforts of internal partners (e.g. account executive, sales enablement) and external partners (e.g. customer executives, champions, product leaders, marketing, agents, and more)
- Act as internal executive sponsor for key partner relationships and expansion conversations
- Be the voice of enterprise distribution partners to internal stakeholders by translating their needs and advocating on their behalf to improve Ethos’ go-to-market motion and solution offerings
Qualifications & Skills
- Significant experience (10+ years) in account management or sales roles focusing on growth and expansion, including at least 3 years experience in these roles at enterprise SaaS organizations with a usage- or consumption-based business model
- At least 3 years experience in hiring, managing and coaching a high performing strategic/enterprise account management team/function
- Proven track record (as an individual contributor and/or as a manager) of aggressively growing small initial footprint within enterprise accounts to organization-wide rollout and adoption
- Owned and delivered accurate and regular updates on key business metrics such as revenue and growth
- Ability to operate at the strategic level with a large extended team, yet stay close enough to the details to add value to partners and provide substantive support to the team
- Strong ability to interact with a wide array of cross-functional stakeholders ranging from C-level executives to internal operations teams to drive growth
- Able to thrive in a fast-paced and emerging technology company
- High levels of business acumen/aptitude to develop a deep understanding of new technologies, industries, and buyers
- Prior experience in life insurance is a plus, but not required
