About our Client: Our client is a high growth NYC Saas startup offering performance and engagement solutions that help companies maximize the value of their employees. They leverage employee and customer data to blend real-time performance management with personalized microlearning and advanced gamification, They are currently building out their NYC office and Customer Success team and offer fantastic office culture, full benefits, matching 401k, and more. They are well funded and this is an great opportunity to get in early and make an impact!
About the Role: The Global Account Director is tasked with bringing in new business with our largest customers. He/She will be a creative thinker with the ability to spot new opportunities that will turn into rapid growth. The Global Account Director (GAD) participates in a virtual account team-selling environment, providing the Prospect/Customer with the primary point of contact. In this capacity, the GAD will assume the ownership role for their named global accounts while driving the identification and qualification of opportunities, developing and executing global account & opportunity plans leading towards the generation of software license, maintenance and services revenues. In addition, the GAD will facilitate and maintain successful relationships with customers, which will be measured by their reference ability, customer satisfaction levels and increased revenue levels.
Responsibilities
- Implement and execute effective sales campaigns to ensure maximum penetration of named accounts across all divisions and regions globally.
- Build strong customer references by consistently setting realistic expectations early in each sales campaign and meeting or exceeding those expectations through successful execution of Customer Engagement Lifecycle.
- Develop knowledge base of all named accounts, including their business profile, key players, competition, application and technology footprint, buying processes, compelling events, political environment and strategies and defined “white space”.
- Build an Account Plan for each named account, keeping it up-to-date on an ongoing basis and sharing its content with virtual account team members.
- Within each named account, seek to expand and strengthen presence by establishing proactive relationships with influential people, both within the customer and identified key third parties.
- Facilitate customer satisfaction through the deployment of the resources to successfully execute platform sales.
- Attend and participate in customer team meetings, and communicate regularly with virtual account team members to ensure customer satisfaction.
- Identify, pursue and close new sales opportunities through the successful execution of GE Platform.
- Position to win new business within the account by developing, communicating and driving effective selling strategies that are based on valid, customer-specific value propositions.
- Routinely discuss and communicate opportunity plan sales strategy with other members of the virtual account team, as well as executive management.
- Maintain current pipeline of opportunities within CRM system (SFDC) and provide real-time visibility to management.
- Provide sales management with accurate and timely sales forecasts within the CRM system to ensure proper visibility of new business within organization to optimize effective resource planning.
- Continuously gather knowledge of competitors and how to effectively position solutions against them.
- Leverage and effectively communicate GE solutions within the accounts to broaden GE’s footprint and create new opportunities.
Requirements- must
- 10+ years of enterprise software sales experience in information technology market
- Previous success in handling large accounts (Global 1000) over lengthy sales campaigns (6-18 months) in a fast-paced, consultative and competitive market
- Expert in selling methodologies and selling processes
- Experience Managing a $3M-$4M quota
- Executive level relationship selling experience
- Experience selling both product and services business solutions in a tech start- up environment
- Bachelor’s degree required- MBA a plus
Compensation: competitive base salary, bonus + options+ employee benefits