VP Client Partner

About the role

VP, Client Partner, Commerce owns the relationships with multiple of Acxiom’s strategic high growth accounts. Oversees and maintains a consultative relationship with the client, acting as the primary contact and partner for all Acxiom products and services. Responsible for maintaining excellent client communication at all levels of the organization. Works closely with the client to regularly review account and solution performance, identifying and communicating opportunities for additional Acxiom support. Finally, they are responsible for developing the business by identifying and selling additional services within the Acxiom product portfolio.

Responsibilities

• Consistently deliver high quality work on time and against commitments.
• Achieves revenue run rate and incremental growth targets, profitability targets, and other sales related goals within named book of accounts.
• Proactively identifies new revenue opportunities and drives account growth and profitability acceleration including new business, up-sell, and cross-sell opportunities.
• Develops and improves client relationships by providing consultation and expertise: aligning client business needs to Acxiom products, solutions, and services.
• With Senior Leadership Team, establish annual and monthly revenue and bookings forecasts.
• Meets and exceeds revenue targets, and other sales and revenue related goals.
• Responsible for managing within Salesforce all records of sales, revenue, and other key account information.
• Creates and maintains appropriate, well-managed pipeline.
• Proactively monitors account(s) and determines avenues for account growth.
• Creates value and differentiates Acxiom services and products from competitors.
• Consults with client on new use cases and capabilities to enable organic growth (including decision engines, digital enablement, analytics, channel expansion, etc.).
• Leads or facilitates contract negotiations for new business and renewals.
• Escalation point for status, issues, problems, and feedback to client/stakeholders and teams.
• Negotiate contracts on behalf of company.
• Lead client-facing and internal troubleshooting efforts.
• Work closely with delivery team managers helping support overall business strategy.
• Work closely with agency partners to develop and support overall account strategy.
• Lead Engagement Team for client renewals.

Requirements

• Requires a bachelor’s degree and a minimum of ten (10) years of relevant experience.
• In the absence of a bachelor's degree, relevant experience of an equivalent time will be considered.
• Experience managing large complex accounts.
• Solution selling experience in Retail and Commerce, technology and data.
• Demonstrated success closing large complex deals.
• Experience and temperament working in high-pressure, fast-paced environments.
• History calling on all levels of client organizations, including senior level executives.
• Ability to articulate and provide example of an understanding of a comprehensive sales process.
• Strong domain expertise in demand creation, lead generation through business prospecting.
• Fundamental understanding of technology, managed service offerings and the changing digital landscape to articulate Acxiom value and drive new opportunities.
• Ability to draft and review contracts.
• Problem-solving skills.
• Financial and business acumen.
• Conversational style and ability to ask relevant questions (Solution Selling).
• Strong history of successful consultative, relationship-based selling.

What will set you apart

• Fifteen (15) + years of relevant experience.
• In the absence of a bachelor's degree, relevant experience of an equivalent time will be considered.
• Expert industry knowledge.
• Multi-functional leadership experience (Consulting, BPO, General Management, etc.).
• Experience in Marketing and Marketing Technologies, including data insights, analytics, and digital marketing experience.
• Deep knowledge of digital ad tech ecosystem.
• Deep knowledge of omni-channel ad targeting platforms and technology.
• Deep knowledge of the application of consumer and behavioral data in ad tech.
• Proven track record of meeting/exceeding goals involving add-on deals and maintaining install base in large, complex organizations.
• Proven success in managing clients with multiple lines of business.
• Ability to map technology solutions to solve business problems or advance business goals.
• Demonstrating resilience and creativity to gain commitments over challenging sales cycles.
• Experience with large sales targets.