Director, Account Management

About the role

The company is looking for a commercially minded Director, Account Manager with strong experience ideally gained within a consultancy, SaaS, or advisory environment delivering transformation programmes for a 12-month Maternity cover.

Responsibilities

• Manage a $1-4 Million book of business between 6-10 accounts.
• Lead regional team of Account Managers, setting strategy, managing performance and defining global processes jointly with CCO and other leaders.
• Maintain view of renewal and upsell opportunities, risks and forecasts; report out on metrics weekly.
• Research existing accounts to assess business opportunities for upsell, renewal value and services revenue.
• Collaborate with assigned account teams to create and maintain account plan; pull on relevant colleagues within the business to meet account needs.
• Manage customer account data, follow up on marketing lead activity and follow relevant processes to capture outcomes.
• Provide input to marketing and engagement campaigns targeting existing accounts / customers.
• Identify and facilitate appropriate coaching and content for customers’ based on their maturity, ambition and business context.
• Lead solution discovery to understand client requirements, objectives and priorities.
• Present the Orgvue platform including team and/or consultative presentations and efforts.
• Work with existing clients to further develop their communities and provide new introductions.
• Work with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts.
• Maintain strong upsell, renewal and services pipeline, and forecast to increase visibility of short and long-term prospects through our CRM.
• Meet agreed monthly/quarterly/annual performance objectives in both upsell activity (meetings/demos) and quota achievement.
• Collaborate with internal stakeholders in Customer Experience, Revenue and R&D to communicate and escalate product challenges and opportunities based on market observations and customer feedback.
• Alliances Ecosystem & Co-Selling
• Work closely with alliance manager and partner teams to understand and assess joint pipeline and potential opportunities with partners, maintain understanding of Orgvue relative to partner propositions and strategies.
• Help develop compelling joint value propositions to help drive growth in our project business and conversion opportunities.
• Where appropriate develop joint account plans with our strategic partner(s) and identify opportunities to embed, enhance and grow Orgvue usage further for both projects and long-term license use cases.

Requirements

• Bachelor’s degree or equivalent experience required.
• 8+ years of experience in a customer facing role.
• Consistently exceeded targets and objectives.
• Understands and demonstrates aptitude in managing and leveraging relationships to secure business and executive alignment at accounts.
• Extensive latitude for independent judgment and the ability to travel and work without supervision on complex projects.
• Demonstratable knowledge and ability to speak to Orgvue business domains, specifically HR technology, organisation transformation, organisation design, HR processes, workforce planning.
• Demonstrable knowledge of FSI, Healthcare, Energy, FMCG, TMT or Retail verticals; business acumen to identify and articulate opportunities.
• Excellent verbal and written (including presentations) communication skills, including the ability to speak publicly to groups.

Benefits

• Hybrid position - 1-2 days per week in the Philadelphia office (if located near to office).
• 5% matched 401k.
• Wellbeing: Sanctus Coaching, Headspace mindfulness app, Virtual fitness sessions, Wellbeing webinars, Annual Wellbeing day.
• 25 days paid vacation (plus 1 extra day for every year of employment up to a maximum of 30 days).
• Healthcare premiums 100% paid by employer for majority of plans including family, dental and vision.
• Annual discretionary bonus.