Account Director

Tech Talent International•Lenoir, NC

4h•Remote

About The Position

Tech Talent International (TTI) is seeking an Account Director with a strong focus on Microsoft technologies for their global IT Transformation client in the Toronto area. This full-time, permanent role offers a competitive salary range of $140,000 - $150,000 base, plus uncapped commission (OTEs of about $300k), sales accelerators, 3 weeks vacation, benefits, unlimited sick days, 401k, and more. The Account Director will own a dynamic portfolio of accounts, engaging with clients on account management, renewals, strategic solution guidance, technology roadmap planning, and future state cloud and digital strategies. The primary goal is to help clients maximize business value and usage of products and solutions while ensuring a high-quality client experience. The ideal candidate is motivated by technology planning and problem-solving, making a direct impact on client business operations and internal processes. This role requires strong client-facing capabilities (10+ years), a blend of relationship management, business development, transformational planning, and an understanding of cloud/digital capabilities. The candidate should possess a mindset of end-to-end account ownership and the ability to influence internal partners to advocate for client needs and enhance services. Experience with cloud infrastructure, application, data, and digital/IT transformation consulting is a plus. Reporting to the VP of Sales, Existing Business, the role involves regular collaboration with Operational and Delivery teams, Project Management, Marketing, Solution/Practice Leadership, and the Executive Leadership Team on account planning for top accounts. Account Director role levels will vary based on portfolio size and expansion targets.

Requirements

Strong background selling Microsoft products and/or services.
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.

Nice To Haves

Experience with one or more of the following is a plus: cloud infrastructure, application, data and digital / IT transformation consulting.

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 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 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.