You will help Fenergo create and progress high-quality strategic pipeline by:
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Strategic, signal led outreach into enterprise accounts with insight and persona relevancy & credibility
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Exceptional Discovery which is focused on business outcomes and quantifies pain, beginning to shape the problem and “why change” narrative. SPICED led.
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Building Value Hypotheses that clearly articulate why a customer should change, why now, and why Fenergo.
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Creating momentum from initial engagement through to validated opportunity creation by multi-threading across person levels and business lines. You are developing and progressing these relationships in lockstep with the FSR
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Partnering with the FSR to ensure early customer insight converts into a stronger enterprise opportunity path
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Improving the quality, conversion and velocity of pipeline entering the revenue system.
Success in this role is not measured by activity volume alone. It is measured by the quality of account activation, the depth of discovery, the relevance of customer insight, and the progression of real enterprise opportunities.
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.