Enterprise Account Manager, EMEA Accounts - India

Bengaluru, Karnataka, India

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Enterprise Software, SaaSIndustries

Requirements

Candidates must possess over 10 years of experience in Enterprise SaaS account management or customer growth roles, with a proven track record of managing large books of business ($10M+ ARR) and exceeding growth and retention targets. Experience managing both direct and partner-led enterprise accounts, strong command of value-based and solution selling methodologies, and demonstrated executive presence to influence C-level stakeholders are essential. Proficiency in CRM and forecasting tools like Salesforce or Clari, strong organizational skills, a strategic mindset for multi-threaded customer engagement, and a Bachelor's degree are required; an MBA or technical degree is a plus. Flexibility to work EMEA business hours (approx. 1pm - 10pm IST) and willingness to travel internationally up to 10% are also necessary.

Responsibilities

The Enterprise Account Manager will own and grow a strategic multi-million dollar book of business with Tier 1 and upper Tier 2 customers in EMEA, serving as the executive relationship owner and strategic advisor. Responsibilities include driving deep customer engagement, ensuring successful renewals, identifying and closing upsell and cross-sell opportunities, leading QBRs, renewal negotiations, and multi-year account planning. The role involves developing territory and account plans, collaborating with Customer Success Managers, Sales Engineering, Product, and Support teams, and partnering with Marketing and Partner teams to build co-selling motions and targeted campaigns. The individual will also be responsible for accurate pipeline forecasting and commercial negotiations, while effectively collaborating across time zones to support customers and internal teams.

Skills

Enterprise SaaS

Account Management

Strategic Account Management

Relationship Management

Renewals

Upsell

Cross-sell

QBRs

Multi-year Account Planning

Value-Based Selling

Executive Engagement

Partner Management

Cross-functional Collaboration

JumpCloud

Cloud-based identity and access management services

About JumpCloud

JumpCloud offers cloud-based directory services that help businesses manage user identities and access to IT resources like applications, networks, and devices from a single platform. It serves a variety of clients, including small and medium-sized businesses and larger enterprises, particularly in sectors that require strong IT security. The company operates on a subscription model with different service tiers, allowing clients to choose features that fit their needs and budgets. JumpCloud's goal is to simplify identity management and access control, enhancing security and operational efficiency for its users.

Louisville, ColoradoHeadquarters

2012Year Founded

$371.3MTotal Funding

SERIES_FCompany Stage

Enterprise Software, CybersecurityIndustries

501-1,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Health Savings Account/Flexible Spending Account

Unlimited Paid Time Off

401(k) Company Match

Remote Work Options

Risks

Increased competition from established IAM providers like Okta and Microsoft.

Rapid technological advancements may strain JumpCloud's resources to keep up.

Economic uncertainties could impact spending on IAM solutions, affecting revenue.

Differentiation

JumpCloud offers a unified platform for identity and device management.

The company provides Zero Trust security models for remote and hybrid work environments.

JumpCloud's SaaS Management capabilities address the rising importance of cloud-based applications.

Upsides

The global IAM market is projected to grow at a CAGR of 13.1% until 2030.

Increased demand for Zero Trust models aligns with JumpCloud's offerings.

Growing need for SME cybersecurity solutions supports JumpCloud's market presence.

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