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
