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Centrilogic · 1 day ago

Account Director

United States

Full-time

Remote

Director/Executive

10+ years exp

Centrilogic is seeking an Account Director to join their team of customer-centric professionals. The role will involve managing a dynamic portfolio of accounts, engaging with clients on account management, renewals, and strategic solution guidance to maximize business value and enhance client experience.

Information ServicesInformation TechnologyWeb Hosting

Hiring Manager

Zeina Isber

Responsibilities

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

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

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

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

Qualification

Account managementCloud/digital capabilitiesBusiness developmentChange managementClient relationship managementProject managementConsultative advisoryQuantitative analysisBusiness acumenOrganizational skillsAttention to detail