Role
The Account Director has complete ownership of global revenue growth, end-to-end satisfaction, and reference ability of the customer(s) throughout the entire customer lifecycle. This individual will lead Parsable’s (one of CAI Software’s offerings in its extensive product suite) cross-functional efforts collaborating across Sales, Implementation, Support, Marketing, Product, and partner management in support of the customer by aligning all parties around a single, clearly articulated 2-3 year account strategy.
To drive success, the Account Director ensures the following critical elements are in place:
- A customer-validated multi-year roadmap,
- An associated account strategy and annual plan; and
- The development and execution of a Parsable governance model aligned with the customer’s needs.
You are ultimately measured by overall account and revenue growth, protecting the customer base, and increasing an account’s cNPS over time.
Responsibilities
- Lead all Sales strategies and tactics for account(s) with the primary focus on revenue and revenue growth.
- Sell multiple engagements at varied customer sites to prove the value of Parsable and earn the right to propose a broader expansion.
- Orchestrate and lead cross-functional integrated planning and execution of the account strategy, incorporating Software, Services, Support/Maintenance, Partners.
- Manage all customer-facing functions, including executive sponsor engagement, HQ strategy visits, workshops, with the goal of increasing customer satisfaction and further solidifying trusted advisor role.
- Complete long-term business strategy planning focused on a Parsable-enabling innovation agenda.
- Identify and drive co-innovation opportunities; facilitate the movement of opportunities from pipeline to delivery.
- Develop long term C-level relationships, creating and managing a strong joint governance model, and ensuring that the assigned Parsable executive sponsor is appropriately engaged.
- Produce Integrated Account Planning and ensure Parsable’s footprint is expanded with involvement of all relevant LOB’s and strategic engagement with SI partners.
- Proactively identify and solve customer problems and propose Parsable/partner solutions.
- Leads a virtual team of resources from various LoBs, functions, and geographies.
- Drive revenue growth throughout the customer lifecycle.
- Create barriers to entry for competitors, protecting Parsable’s footprint.
- Secure adoption of and protecting premium support services.
- Leadership around value discovery, value realization and value optimization enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery.
Qualifications
- 6+ years successful, quota achieving Sales and/or Consulting experience with complex business software / IT solutions for Enterprise/SaaS offerings.
- 3+ years deep industry/domain expertise – CPG, Paper and Packaging, Manufacturing, Supply Chain or related industry would be highly desired.
- System Integrator (Accenture, Deloitte, EY, etc) or Business Consulting Management a big plus.
- Experience with long term planning of resources, technology, and account structure.
- Exceptional communication, presentation and organizational skills.
- Understanding software license contracts and delivery of associated services including software/software-related services terms & conditions negotiation.
- Experience with meddpicc or similar sales methodology a bonus.
- Bachelor’s Degree or equivalent.
Location
This position is fully remote. Candidate must reside in and be authorized to work in the U.S.