Key Account Director

About the Role

As a Key Account Director, you will operate as a senior, strategic leader responsible for a defined portfolio of enterprise accounts. This role reports into senior sales leadership and partners closely with Product, Consulting, and Executive stakeholders to drive long-term account growth and customer transformation. You will own a portfolio of strategic accounts within North America, with responsibility for multi-year account strategy, executive engagement, and revenue growth across complex, enterprise-level engagements.

Success in this role will be measured by:

• Expansion of existing enterprise accounts and achievement of revenue targets
• Impactful connections and depth of executive-level relationships
• Delivery of multi-year strategic account plans and transformation outcomes
• Customer retention and long-term value creation

In the first 6-12 months, you will:

• Establish credibility with key stakeholders across your account portfolio
• Develop and execute multi-year strategic account plans
• Identify and advance high-value expansion opportunities
• Align internal AMCS teams to deliver measurable customer outcomes
• Deliver revenue targets

Key Responsibilities

Strategy & Account Planning

• Develop and continuously adapt a multi-year strategic account plan—spanning both strategic and tactical planning—that meets or exceeds customer objectives and sales goals.
• Partner with customers to define and align strategic initiatives, positioning AMCS as a key enabler of their business transformation.

Relationships & Executive Engagement

• Serve as the primary executive sponsor for assigned accounts, owning senior stakeholder engagement and overall account health.
• Build and deepen C-suite relationships, establishing trusted advisor status and influencing strategic decision-making.
• Orchestrate cross-functional engagement across Sales, Product, Consulting, and Support to deliver measurable customer outcomes.

Growth & Sales Execution

• Identify, build, and manage a robust pipeline of high-value expansion opportunities across assigned enterprise accounts, applying a "hunter" mentality.
• Lead complex, multi-threaded deal cycles from discovery through close, including solution positioning, commercial structuring, and negotiation.
• Deliver disciplined, accurate forecasting with full visibility into pipeline health, risks, and growth opportunities.
• Collaborate internally on pricing strategies and implementation plans to ensure customer success.

Governance & Customer Success

• Lead executive governance, including Quarterly Business Reviews, to track aligned initiatives and drive accountability, value realization, and forward planning.
• Own critical escalations, driving them to resolution while strengthening customer satisfaction and long-term partnership outcomes.

Operations & Development

• Conduct regular progress meetings with key account sales teams and management to ensure alignment and accountability.
• Pursue ongoing professional development to continually enhance skills and knowledge.

Required Experience & Qualifications

• 10+ years of enterprise, quota-carrying software sales experience, with a demonstrated track record of selling complex, multi-threaded solutions into multi-billion-dollar organizations and closing $1M+ ACV, transformation-led deals
• Deep experience selling ERP or similarly complex enterprise platforms, with the ability to navigate highly technical, multi-stakeholder environments
• Proven success leading multi-year, strategic transformation engagements within Fortune 500 or equivalent global organizations
• Expertise in defining and executing strategic account plans, including orchestrating cross-functional resources and aligning to long-term customer value creation
• Established executive presence with a demonstrated ability to engage, influence, and build credibility with C-suite and senior leadership stakeholders
• Advanced proficiency in value-based selling methodologies (e.g., MEDDICC, Command of the Message), with a focus on driving business outcomes and ROI-led conversations
• Deep business acumen, with the ability to align complex solutions to customer strategic priorities, financial outcomes, and enterprise-wide initiatives