About the PositionThe Account Director will be responsible and accountable for the sales execution of both short- and long-term growth, account stabilization, and the customer experience within a specific set of named existing enterprise accounts. This will include working to know and understand our customers and their needs, provide awareness of Csquare capabilities and offerings to help create greater value extraction from the relationship, and to provide proposal and advancement of further revenue opportunities. The Account Director will work closely with sales leadership, sales engineering, and our customer success organization, as well as with the partner eco-system, strategic alliances, and marketing teams to build and execute an account plan for each target account. That plan will include strategic and tactical efforts that lead to long term revenue impact while driving a cohesive account sales strategy within the named customer accounts to build a strong vision, strategy and business process that leads to success.
Position Responsibilities- Responsible for growth of named accounts including bookings, revenue, and customer renewals.
- Engage senior decision makers, customer influencers, end-users, and ecosystem partners to advance sales opportunities.
- Manage the sales process within specific named target accounts.
- Review and analyze market opportunities and evaluate competitive and technology requirements needed to capitalize on opportunities. Understand current and future industry needs in the context of market dynamics to deliver multiyear business deals.
- Manage relationships and communications within the customer accounts including internal stakeholders and partners required for a successful deal outcome.
- Lead accounts through the evolution from selling product (colocation, interconnection, and managed IT Infrastructure Services) to selling solutions.
- Shape and execute business development and sales strategy across senior level direct and matrixed cross-functional teams, across organization business units, and through any subsidiary organization.
- Align sales objectives to the corporate strategy and financial performance metrics for the account
- Develop technology requirements and opportunities to internal product and marketing teams.
- Identify relevant new business opportunities, ecosystems, partnerships, and markets, gathering of market intelligence and design and drive "go-to-market" plans for named accounts.
- Uncover and qualify opportunities that will accelerate and drive growth within named accounts.
- Invest in self education keeping up with industry trends, Csquare innovation and portfolio capabilities, and in our customers businesses. Consistently work on further developing our craft as a professional account manager.
Qualifications and Experience- 7-15 years of industry experience in account management, business development or sales responsible for selling Colocation and other data center products. Experience with managed services, technology infrastructure or other integrated solutions (XaaS) is preferred.
- Requires strong experience in customer renewals and managing churn.
- Ability to position new solutions for customer accounts.
- Requires strong experience in colocation, interconnection and XaaS products.
- Experience managing multiple accounts with a strong track record of achieving revenue growth for multiple large customer accounts.
- Requires strong relationship building and management skills within multiple customer accounts.
- Strong track record and demonstrated expertise in developing and maintaining industry and professional relationships, including 'C' level engagement
- Requires experience in planning and executing Quarterly Business Review or Account Review customer meetings.
- This position requires exemplary verbal and written communication skills; strong presentation skills and ability to articulate value proposition.
- Strong sales process skills and working across function including sales support teams.
- Stakeholder management ability.
- Relevant technical and industry acumen.
- Ability to work independently and deliver measurable results.
- Travel required
- Preferred Location: Northeast US
- Bachelor's Degree
- Salesforce or similar CRM tools, Microsoft office skills MS Word, Excel, Power Point and Outlook
This employer will not sponsor visas for this role
