Activate strategic accounts
Develop a deep understanding of named enterprise accounts, including their operating model, regulatory pressures, transformation priorities, technology landscape, stakeholder map and potential value drivers.
Use internal insights, external signals, account research, customer triggers and AI-enabled tools to identify where Fenergo can create value.
Engage senior and varied personas
Create tailored messaging for different stakeholders across Compliance, Financial Crime, Operations, Client Lifecycle, Technology, Transformation, Data and Commercial leadership.
You will be expected to understand what matters to each persona and communicate in a way that is relevant, credible and commercially sharp.
Run high-quality discovery
Use SPICED discovery to uncover the strategic problem, business impact, decision context, critical events and stakeholder motivations behind potential opportunities.
You will not simply qualify interest. You will help determine whether there is a meaningful business problem worth solving.
Develop clear, account-specific Value Hypotheses that connect Fenergo’s capabilities to the customer’s likely business priorities, pain points and desired outcomes.
Your work should help Field Sales enter conversations with stronger context, sharper messaging and a clearer route to opportunity progression.
Multi-thread and mobilise
Identify and engage multiple stakeholders across the account to create a broader understanding of the customer’s priorities and buying environment.
You will help move engagement beyond a single contact by building relevance across the buying group.
Work as a close commercial partner to Field Sales Representatives. Align on account strategy, target personas, activation plans, messaging, discovery learnings and next-step commitments.
This role requires strong internal credibility. You will need to earn trust through preparation, quality of insight, execution discipline and commercial judgement.
Operate with data and discipline
Maintain high-quality activation plans, discovery notes and progression insights.
Use CRM and revenue tools consistently so that account engagement, pipeline creation and opportunity movement are visible, measurable and actionable.
In this role, success means:
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Strategic accounts are activated with clear rationale, not generic outreach.
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Target personas understand why Fenergo is relevant to their business priorities.
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Early discovery produces meaningful customer insight, not surface-level qualification.
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Field Sales receives stronger, better-prepared opportunities.
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Value Hypotheses are clearly documented and used to shape opportunity strategy.
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Multi-threading improves the quality and resilience of early-stage pipeline.
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Pipeline creation is more targeted, more evidence-based and more likely to convert.
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You are recognised internally as a commercial operator who improves the quality of enterprise pipeline.