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Director, Strategic Accounts

Redwood City, CA

Job Description

Our client created an entirely new solution category to address line of business leaders’ most pressing problem: driving smart, fast growth. Large enterprises like Microsoft, Cisco, Reliance Industries, Samsung, Deutshce Telekom, GE, Transamerica, Cision, and fast-growth companies like Go1, Influitive, Malwarebytes and others use our client's Strategy & Results platform to align, measure and drive their strategic priorities and fuel faster growth.
THE OPPORTUNITY
As a Dir. of Strategic Accounts, you’ll be the key player in driving the expansion and adoption of our client's product within a defined list of existing enterprise customers. You’ll own establishing growth advisor status with P&L owners (CEO and GMs) and their leadership teams by supporting the achievement of their strategic plan.
You’ll gain a deep understanding of our client's Sustainable Growth Model and how their platform supports P&L owners #1 goal of impacting company valuation by driving growth through alignment and accountability. You will be a key member of the Sales Team that will be achieving 3X+ yr/yr growth while solidifying the preeminent position in a new category; Strategy & Results Management.
Your work will also include collaborating with the leadership team to identify strategy planning, strategy execution, professional services delivery and sales execution best practices.
THE TEAM
You’ll join one of the best category building sales organizations that is regularly meeting with P&L owners (CEOs and GM’s) to impact their growth objectives. This is a very unique opportunity to provide solutions that reach every employee in a company which are purchased by P&L owners.
You’ll have the support from exceptional Client Services, Customer Success, Sales Enablement and Thought Leadership Marketing teams that are accountable for supporting your success in driving expansion of our client's product application within your customer accounts.
Our client is remarkably engaged with customers, so you’ll have immediate access to their insights and voices. Everyone on the team is striving to improve the value and quality of experience they provide customers by delivering at their best and being voracious learners. They are an incredibly supportive team, with powerhouse creative and production team members who quickly bring marketing ideas to life.
They are excited about a lot of things—what “best” looks like for customers, what “breakthrough” looks like in product—and they share these passions across the company and with customers.
COMING IN
Bring 5+ years of management consulting and account management an entrepreneur’s mindset, and an MBA from a great school. You’ll be skilled and super effective at:
  • Managing revenue growth within strategic accounts
  • Knowledge of P&L and understanding of strategies organizations use to drive growth
  • Ability to be a credible, value adding partner to P&L owners and and a caring, competent ally to business process owners and users
  • Working at a fast pace while demonstrating professionalism and the attention to detail that is required to support engagements with enterprise P&L owners
  • Partnering with peer teams to build an engagement model that is great in your customers’ eyes
WITHIN ONE MONTH, YOU'LL:
  • Attend new-hire immersion training to build a deep understanding of buyers, their pain points, solution offering and how they work well as a team
  • Attend the OKR Coach Certification program to gain a deep understanding of the OKR methodology and its relevance in helping P&L owners achieve their growth plans
  • Shadow five current customer engagements with the Client Services Team
  • Internalize the customer case studies to deepen your understanding of the value that our client's product delivers
  • Be highly proficient at demonstrating the product application to business leaders and business process owners
  • Establish account plans for maximizing the product's value footprint in your accounts and get buy in from existing sponsors to achieve it
WITHIN THREE MONTHS, YOU'LL:
  • Be fluent in the strategic priorities and progress of your P&L owner sponsors and easily converse with them on their growth agendas
  • Act as a humble expert advising customers on how to accelerate their organic growth by ensuring every team is aligned and accountable for strategic priorities
  • Cultivate advocacy and advocates in one area of the account who will sponsor your entry into other areas of it, including to upline leaders
  • Partner with client services and customer success teams to deliver value to the customer — it triggers new opportunities within the account
  • Quickly follow up on new avenues of revenue expansion in your accounts and identify new opportunities
  • Understand the org and influence structure within your accounts and use it as a map to deepen success
  • Quickly follow up on new avenues of revenue expansion in your accounts and identify new opportunities
  • Be responsible for software and services revenue targets and achievement
  • Be a partner, trusted advisor and indispensable part of the customer’s success
  • Be tapping into your network to help bring fantastic talent to our client
WITHIN SIX MONTHS, YOU'LL:
  • Be recognized as a key member of the team for the partnerships that you have established with customers as they achieve their growth strategies
  • Be contributing valuable insights and ideas to the team on ways that they can accelerate and enhance value realization for customers
  • Help our client perfect their customer engagement
  • Be over-achieving your sales target and managing a qualified pipeline of opportunities with your customer accounts
 
Our client provides a powerful, modern results platform to help companies achieve their growth plans. Unlike most enterprise software, their solution is important to every employee, so they strive to set the high bar for capabilities that delight and enable everyone to be more successful at work. Their product is strategic to companies and personally relevant to the people that work in them.
They are proud to be an equal opportunity workplace committed to building a team culture that celebrates learning, diversity and inclusion. If you’re hungry to grow your skills while growing a company, your sense of urgency matches the size of their market opportunity, and you value and enable teammates’ contributions, then come join us!
 
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