New Job Opportunity: Director of Account Management – 8016

New Job Opportunity: Director of Account Management – Scottsdale, AZ

Contact: Steve Eddington      Ref: 8016

Company Description:

Our client is a rapidly growing telecommunications carrier and software company that provides Voice services and Voice-centric Software as a Service (SaaS) applications to large enterprise customers worldwide. They specialize in providing high-quality, low-cost voice and SaaS solutions with industry-leading customer service.

Job Summary:

Our client is seeking a highly motivated and experienced Director of Account Management to lead their team. In this pivotal role, you’ll be responsible for nurturing and expanding the existing customer relationships, driving revenue growth from the current client portfolio, and ensuring exceptional customer satisfaction. You’ll act as the primary owner of the customer retention and expansion strategies, focusing on proactive engagement, strategic account planning, and identifying opportunities to deepen product adoption and utilization.

Key Responsibilities:

Strategic Account Growth & Retention

  • Serve as the overall owner of the existing customer portfolio, developing and executing strategies to maximize their customer lifetime value (CLTV).
  • Take full ownership of auditing products utilized by each customer, ensuring data accuracy and identifying opportunities for optimization and expansion.
  • Establish and meticulously maintain a target list of existing customers for focused marketing and sales initiatives, collaborating closely with both departments.
  • Own and drive the revenue targets and manage the entire sales pipeline specifically for opportunities within the existing customer base.
  • Proactively foster strong relationships to secure account stickiness and ensure clients view us as their primary partner for evolving needs.
  • Develop and execute the strategy for key account management, including regular engagements and strategic reviews with top-tier clients to maximize their success and our partnership.

Product Expertise & Enablement:

  • Become a subject matter expert across all our core products and services
  • Possess the ability to confidently and effectively demo all products to customers, showcasing their value and addressing specific client needs.

Customer Relationship & Issue Resolution:

  • Develop and maintain strong, long-lasting relationships with key stakeholders within our client accounts.
  • Take full ownership of client issues, meticulously tracking individual concerns and ensuring timely follow-up and resolution.
  • Strategically schedule and execute in-person meetings with key clients to strengthen relationships and identify new opportunities.
  • Manage quarterly business reviews (QBRs), ensuring all contacts are Decision Makers and driving follow-up on any issues identified during these calls through to resolution.

Reporting & Analytics:

  • Manage and utilize renewal reporting to identify key milestones and proactively engage clients for renewals and expansion opportunities.
  • Oversee contract lifecycle management, ensuring compliance and identifying strategic opportunities for renegotiation or expansion.

Team Leadership & Cross-Functional Collaboration:

  • Lead, mentor, and motivate a team of Account Managers, fostering a culture of excellence and continuous improvement.
  • Collaborate cross-functionally with sales, marketing, product, and support teams to ensure a seamless customer journey and experience.
  • Develop and implement best practices for account management and customer success.

Qualifications:

  • Bachelor’s degree in Business, Sales, Marketing, or a related field.
  • 10 years of experience in account management, with 5 years in a leadership or directorial role, preferably in a SaaS or technology environment.
  • Proven track record of consistently meeting or exceeding sales quotas and profitability targets from an existing customer base.
  • Demonstrated ability to build and maintain strong, long-term customer relationships.
  • Excellent understanding of sales funnels, account lifecycle management, and customer retention methodologies.
  • Strong analytical skills with the ability to interpret data and make data-driven decisions.
  • Exceptional communication, presentation, and interpersonal skills.
  • Ability to learn complex technical products quickly and demonstrate them effectively.
  • Highly organized with strong attention to detail and the ability to manage multiple priorities.
  • Proficiency in Salesforce and other sales enablement tools.

Compensation: Based on Experience

Email resume to resume@electronicsearch.com and put Ref# 8016 in the subject line.