Account Director

Job Description

Account Director/ Existing Business Role Summary: Centrilogic is seeking an Account Director to join our team of dedicated customer-centric professionals. The role will own a dynamic portfolio of accounts and strategically engage with clients on topics ranging from account management, renewals, strategic solution guidance, technology roadmap planning, and future state cloud and digital strategies. The role will be ultimately accountable to help clients maximize business value and usage of Centrilogic products and solutions while ensuring a high quality client experience. The ideal candidate is motivated by helping clients with technology planning and problem-solving, and making a direct impact on client business operations as well as on evolving internal Centrilogic methods and procedures. The role requires strong client facing capabilities (10 years), and a mix of relationship management, business development, transformational planning, and an understanding of cloud/digital capabilities. The candidate will bring a mindset of endto-end account ownership with the ability to influence internal partners to advocate for client needs and enhance services and solutions to meet client outcomes. Experience with one or more of the following is a plus: cloud infrastructure, application, data and digital / IT transformation consulting Reporting to the VP of Sales, Existing Business, the role will work regularly with Operational and Delivery teams, Project Management, Marketing, and Solution / Practice Leadership, well as the Centrilogic ELT on account planning for top accounts. Account Director role levels will vary dependent on portfolio size and expansion targets Duties and Responsibilities: Account Expansion Develop, manage and generate expansion revenue through strategic cross-sell, upsell, and multi-product sales for existing installed base accounts Plan and map out expansion plans per account using whitespace analysis Work with solution and practice leadership to problem-solve internal gaps with strategic solutions Bring a sales engineering mindset to coordinate internal technical and solution development teams Own client sales proposals and presentations, as well as negotiate and contract Manage CRM opportunities from development, qualify, propose to close phase Contribute to account-based marketing initiatives to support expansion Deal Leadership Manage complex, large, often bespoke and multi-product bids, including proposal decks, presentations, RFPs, and SOWs with support from pre-sales. This may include complex renewals. Lead engagement of key partnerships to support deals (Microsoft, AWS, Oracle), with support from Partnership and Vendor Management functions Prepare Centrilogic executives for key meetings including developing materials and account strategies Apply understanding of financials to engineer pricing models to support deals Has a broad understanding of competitive positioning and competitor strategies to support deal development and negotiation Strategic Account Management Own a portfolio of complex, enterprise and high-touch accounts (typically between $1M-$4M in annual revenue per account) Build deep and wide relationships and develop engagement strategy for top strategic accounts Understand client’s short- and long-term business goals and develop account plans that include an understanding of their business outcomes and our roadmap to achieve them with Centrilogic solutions Provide trusted advice to clients on services they should retain, expand, or change to maximize business value Manage regular cadence of business reviews to review achievement of outcomes, account health, key client milestones, proactively discuss risks and future opportunities Ensure regular meetings with clients and engagement activities (including social events) to foster relationships and understand client needs Manage and lead the activities for customer renewals including renewal offer development (bundles, discounts, add-on’s), renewal margin analysis with Finance, and negotiation & contracting Proactively manage all areas of account health and risks (operational, financial, relationship, project). Provide direction and oversight to internal teams to address risks Ensure that customer deliverables are documented clearly and have executed contracts that provide the scope of services adjusting through addendums and change orders as required Advisory and Relationship Management Proactively seek out ways to create more value for clients through increased engagement, efficiencies, and relationship building Lead discovery sessions with client executives, facilitate workshops that address technology solutions to meet critical business needs; gather additional strategic client insights through curated interactions Comfortable with developing custom plans and high level roadmaps for clients to deploy our services and achieve their outcomes Coordinate both formal and ad-hoc feedback mechanisms to obtain input from clients at key milestones in their journey and ensure overall client satisfaction Bring best practices, expertise and resources related to industry trends; maintain a high level of industry knowledge and attend industry conferences (Microsoft, AWS, etc.) to remain on top of key trends Ensure reference-ability of customer including case studies and testimonials Requirements: Role levels vary, the highest of which will require managing $10M in annual revenue and achieving growth targets of $1M annually Consultative advisory skill set Project management and change management discipline Excellent client relationship management skills at senior leadership and operational management levels Ability to work effectively at the Executive level with both small and enterprise organizations Exceptional organizational skills with the ability to handle high levels of workload, delegate and influence internal stakeholders, and ability to multitask. Strong commercial, quantitative and analyzing skills with the ability to deliver revenue and profit growth initiative and influence business strategy Driven and resourceful with high levels of attention to details and quality control. Strong business acumen and able to look at strategic and long-term consequences of actions Travel to customer sites as required from time to time