Account Director/ Existing Business

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