We are looking for a commercially minded Director, Account Manager with strong experience ideally gained within a consultancy, SaaS, or advisory environment delivering transformation programmes.

Role

A hybrid 'player, coach' role, the regional Director, Account Management carries individual accounts while managing a small team of Account Managers within region. Within the assigned book of accounts, the position offers a unique opportunity to develop relationships with key contacts in Enterprise firms (CHROs, CFOs, COOs), identify opportunities, negotiate and upsell, and work with the delivery teams to deploy our organization modelling platform, Orgvue.

As a team leader, the role provides an opportunity to drive growth within the business, set the regional strategy for account engagement, and contribute to the evolution of Orgvue's revenue and customer experience capabilities. Directors of Account Management will play a critical role in regional and global leadership teams, engaging with senior leadership to share forecasts, progress, market opportunities, trends and risks.

Within their assigned book of accounts, this individual will set account strategy, facilitate ongoing business reviews, and work with a highly collaborative and dynamic team of professionals to bring best-in-class guidance and technology to the customer. Account managers will maintain a 360 degree view of the customer business, accounting for relationships with consulting partners, growth paths, risks and opportunities to further embed Orgvue.

Responsibilities

• Manage a $1-4 Million book of business between 6-10 accounts.
• Lead regional team of Account Managers, setting strategy, managing performance and defining global processes jointly with CCO and other leaders.
• Maintain view of renewal and upsell opportunities, risks and forecasts; report out on metrics weekly
• Retain accountability for regional performance against financial targets.
• Research existing accounts to assess business opportunities for upsell, renewal value and services revenue.
• Collaborate with assigned account teams to create and maintain account plan; pull on relevant colleagues within the business to meet account needs.
• Provide input to marketing and engagement campaigns targeting existing accounts / customers.
• Manage customer account data, follow up on marketing lead activity and follow relevant processes to capture outcomes.
• Use domain experience, understanding and thought leadership (e.g., disruptive trends) to establish and grow relationships with influencers and decision-makers in existing accounts.
• Identify and facilitate appropriate coaching and content for customers' based on their maturity, ambition and business context.
• Lead solution discovery to understand client requirements, objectives and priorities.
• Present the Orgvue platform including team and/or consultative presentations and efforts.
• Work with existing clients to further develop their communities and provide new introductions.
• Work with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts.
• Maintain strong upsell, renewal and services pipeline, and forecast to increase visibility of short and long-term prospects through our CRM.
• Meet agreed monthly/quarterly/annual performance objectives in both upsell activity (meetings/demos) and quota achievement.
• Collaborate with internal stakeholders in Customer Experience, Revenue and R&D to communicate and escalate product challenges and opportunities based on market observations and customer feedback.

Alliances Ecosystem & Co-Selling

• Work closely with alliance manager and partner teams to understand and assess joint pipeline and potential opportunities with partners, maintain understanding of Orgvue relative to partner propositions and strategies.
• Help develop compelling joint value propositions to help drive growth in our project business and conversion opportunities.
• Where appropriate develop joint account plans with our strategic partner(s) and identify opportunities to embed, enhance and grow Orgvue usage further for both projects and long-term license use cases.

Requirements

• Bachelor's degree or equivalent experience required.
• 8+ years of experience in a customer facing role.
• Consistently exceeded targets and objectives.
• Understands and demonstrates aptitude in managing and leveraging relationships to secure business and executive alignment at accounts.
• Extensive latitude for independent judgment and the ability to travel and work without supervision on complex projects.
• Demonstratable knowledge and ability to speak to Orgvue business domains, specifically HR technology, organisation transformation, organisation design, HR processes, workforce planning.
• Demonstrable knowledge of FSI, Healthcare, Energy, FMCG, TMT or Retail verticals; business acumen to identify and articulate opportunities.
• Excellent verbal and written (including presentations) communication skills, including the ability to speak publicly to groups.

Benefits

• Hybrid position - 1-2 days per week in the Philadelphia office (if located near to office).
• 5% matched 401k.
• Wellbeing: Sanctus Coaching, Headspace mindfulness app, Virtual fitness sessions, Wellbeing webinars, Annual Wellbeing day.
• 25 days paid vacation (plus 1 extra day for every year of employment up to a maximum of 30 days).
• Healthcare premiums 100% paid by employer for majority of plans including family, dental and vision.
• Annual discretionary bonus.