General SummaryThe Key Account Director will be responsible for managing strategic relationships with our key enterprise customers, driving revenue growth, and ensuring the successful adoption of Xirgo Technologies' products and solutions. The role is also responsible for identifying, developing, and closing new business opportunities. This aspect of the role is focused on lead generation, strategic engagement, and driving revenue growth through new customer acquisition. This role requires a blend of technical expertise, strong relationship management, and a deep understanding of the IoT ecosystem including connected device platforms, telematics, sensors, and data-driven technology solutions. The Key Account role is critical for driving market share expansion and requires a proven history of negotiating and closing enterprise scale opportunities.
Essential Functions and Responsibilities:- Account Management:
- Own and manage relationships with enterprise customers, ensuring alignment with Xirgo's solutions and strategy.
- Act as the primary point of contact for assigned accounts, proactively identifying customer needs and providing consultative support.
- Establish trusted advisor relationships with customer stakeholders.
- Provide proactive account management through frequent engagement, quarterly reviews, and consistent customer touch points.
- Champion the resolution of customer issues by working closely with internal teams.
- Understand our clients' current business processes and strategic business drivers, identify pain points and link them to our solution capabilities to deliver clear, quantifiable business value.
- Implement account management plans to cross-sell and upsell within existing customer base.
- Sales Hunter:
- Prospect and qualify new enterprise leads using a variety of methods including cold calling, email campaigns, social platform outreach, and attending industry events.
- Build and maintain a robust pipeline of qualified opportunities.
- Conduct high-impact presentations and product demonstrations to stakeholders and decision-makers.
- Represent Xirgo at industry and partner events to enhance market presence and position Xirgo as a leader in IoT.
- Sales Leadership & Revenue Growth:
- Identify and pursue opportunities to grow existing accounts, with a focus on increasing sales volume and product penetration.
- Identify and pursue new enterprise/net new business opportunities to increase market penetration and sales revenue.
- Execute sales motions including pricing discussions, contract negotiations, and closing processes to achieve revenue and profitability targets.
- Market Intelligence & Reporting:
- Stay informed of industry trends, competitive landscape, and customer needs.
- Prepare and deliver regular performance reports, forecasts, and strategic insights to internal stakeholders.
- Utilize CRM tools and internal processes to track account activity, sales performance, and customer interactions; provide accurate and detailed forecasts.
- Collaboration:
- Partner with internal teams including engineering, product & program, and operations to ensure seamless execution of solutions and client satisfaction.
- Provide input on product improvements and features based on feedback gathered from customers, prospects, and market intelligence.
- Provide expertise and business acumen regarding new customer acquisition as well as provide leadership from your cumulative industry, product, and company-specific experiences.
Skills and Abilities- Exceptional interpersonal and communication skills, with the proven ability to build and maintain relationships with senior leaders and key decision-makers.
- Proven ability to close complex enterprise deals with long sales cycles.
- Excellent negotiation, presentation, and contract negotiation skills.
- Ability to build relationships and influence stakeholders at all levels.
- Strategic thinker with a hunter mentality and a passion for winning.
- Excellent knowledge of the technology landscape, including IoT, cloud solutions, SaaS, and telematics solutions.
- Proficiency in MS Office suite, CRM and CLM.
Education and Experience- 10+ years of experience in enterprise sales and account management, specifically in the telematics and fleet management enterprise space.
- Experience with IoT solutions including video, vehicle and asset telematics, sensors, and AI preferred.
- Proven track record managing enterprise accounts and driving business growth.
- Experience selling to Fortune 1000 companies is highly desirable.
- Demonstrated knowledge of account management strategies and processes including the ability to evaluate customer needs, overcome objections, develop business cases, and negotiate and close new business
- Bachelor's degree in business, engineering, or a related field is preferred
Working Conditions- Normal, no adverse or hazardous conditions
- Must have the ability to travel up to 30%
- Remote work, from home
- 70% account management / 30% new sales hunting
Salary Range: $140K-$160K, plus sales incentive plan
