Account Director - Europe Remote
Europe - RemoteFull-TimeDirector
Salary not disclosed
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Job Details
- Required Skills
- SalesforcePowerPointGoogle Workspace
Requirements
- Experience managing large accounts ($200K-$2M) in large companies (>500 employees)
- SaaS experience selling into critical industries (pharma, financial services, professional services, or tech)
- Ability to understand decision-making processes and buying centers
- Ability to establish and nurture relationships with key people to expand scope and volume
- Experience operating a global, large-scale account in a first-class fashion
- Flair for spotting pain points, helping customers form business cases, and guiding execution
- Autonomy and resourcefulness, finding ways around obstacles, scrappy, creative, and solution-oriented
- Commercial sharpness, running numbers quickly and thinking steps ahead in negotiations
- Ability to build a solid business case that holds up in front of C-suite or procurement
- Comfortable making decisions and forming working hypotheses even without all facts
- Proficiency with Salesforce
- Proficiency with Google Suite
- Proficiency with PowerPoint
- Proficiency with Zoom
- Proficiency with Gainsight
- Proficiency with Gong
Responsibilities
- Identify and close expansion, upgrade and renewal opportunities
- Perform account research, mapping and planning (including capturing intelligence on organization design, strategic priorities, Onomi share of wallet, other vendors scope, integration, usage and investments for each of the use cases, understanding budget cycles, and partner mapping, and creating pricing benchmarks against other solutions)
- Execute account retention and expansion plan (inserting Onomi into centers of excellence and delivery units, design operating procedure for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, partner engagement, briefing and certification)
- Handle first-line account product, compliance and administrative
- Report on sales activities (CRM updates, sales forecasts and pipeline calls)
- Build relationships with key account stakeholders (engaging with new users, fostering trust-based relationships with champions and above event stakeholders (commercial excellence, medical, IT, procurement), establishing open lines of communication with economic buyers, influencing HQ-prescribed technology usage guidelines, facilitating introduction and exec touchpoints at director/VP level with a meaningful briefing, demonstrate value in absolute ROI terms, securing customer presence at customer advisory boards and 3rd party event/roundtables participation)
- Onboard, get hands-on with product, and become fluent in industry within the first month
- Master sales processes, sales materials, and systems (Salesforce, Google Suite, PowerPoint, Zoom, Gainsight, Gong)
- Complete phase 1 account research and planning and kick off account plans within 3 months
- Achieve an aggregate 20% YoY revenue growth on portfolio through services and/or software expansion after 12 months
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