Patra Corporation

Enterprise Sales Manager - Remote

Job Locations US-Remote
ID 2023-1071
Position Type
Regular Full-Time


We are looking for a highly experienced and well-connected Enterprise Sales Manager (ESM) within our Sales Team with a proven track record of managing and growing large complex enterprise accounts. ESM’s will have a complete and full command of their account/customer.  This position is primarily a “hunter” within an existing and large customer – where they will prospect for continued and new growth opportunities within the account.  The candidate must have a proven and consistent track record of quota attainment.


This position will have the following growth and management responsibilities within a large, single designated Patra Customer:


  • Revenue
  • Market Share/Wallet Share
  • Customer Satisfaction
  • Mind Share
  • Customer Management


Revenue:  grow Patra revenue within the Customer via all assets available:

  • New Services
  • Expansion to new regions/offices within the customer
  • Up Selling additional services within a Service Line (i.e., On Demand)
  • Advisory Services
  • Enterprise Proposals – requested and unsolicited
  • “Takeout” Proposals
  • Migration 1X Projects, etc.
  • Joint establishment of new Services


Market Share/Wallet Share:  In addition, to penetrating the “white space” within the Customer, unseat existing competitors via Takeout Proposals and Initiatives. 


Customer Satisfaction:  Working closely with the Patra Client Consultant Team, establish plans and communications to ensure attainment of an increasing NPS and implementation of corrective action programs where applicable.


Mind Share:  establish Patra as a strategic partner across the operational and Sr. Levels of the organization as they consider strategic and capital projects to drive their revenue and margin growth, M&A and capital initiatives.


Customer Management: Execute an overall customer management program that consists of the following items (at a minimum):

  • Establish a Strategic Account Plan – in conjunction with the customer
  • Manage and operate Quarterly Business Reviews that:
    • Track progress-against-plan
    • Provide a 360 view of the relationship
    • KPI tracking
    • Opportunity Tracking
  • Communications Program – so all Stakeholders have a consistent and frequent view of Patra offerings and value propositions.
  • Relationship and organizational management – to ensure a trusting relationship is established with all appropriate levels and functions (Operations, Legal, Procurement, Executive, etc.)


  • Excellent at Relationship management with a proven track-record of growing a large and complex account/customer
  • Enterprise selling in large and complex accounts.
  • Insurance Experience - with an understanding of the business dynamics and terminology of Insurance and the challenges they face.
  • Highly skilled at formulating and constructing strategic proposals that contain a compelling financial (revenue, margin and/or valuation) value proposition that resonates with a C-Suite buyer.
  • A command of Complex sales cycles and the associated decision-making processes
  • A track record of sales attainment and achieving/exceeding Sales Goals and Quotas
  • Ability to understand and leverage all relationship assets to help gain access to the target prospects - thru Patra, FTV GPP and all appropriate industry connections.
  • A background and skills in "Consultative Selling" techniques and associated terminology
  • Strong negotiation skills and deep experience with all aspects of contracts: Business, Financial and Terms
  • Ability to leverage entry points and references within enterprise accounts that lead to access to other parts of the enterprise.
  • Ability to work in a decentralized organization.
  • Excellent presentation and communication skills
  • High integrity with the ability to build relationships - both internally and externally
  • Come with a "Rolodex" of industry contacts in the retail brokerage space.
  • 15+ years of professional experience in enterprise account management and strategic sales
  • Deep experience with sales process and the associated metrics - for the purposes of tracking deal progress and for forecasting. Experience and discipline working in a CRM for Opportunity Management
  • Creative and outside-the-box thinker




  • BS Degree
  • MBA, Desirable

Patra Corporation is an equal opportunity employer committed to celebrating diversity and creating a safe and inclusive environment for all employees.


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