Account Director

Relationship One

22d•$230 - $270•Remote

About The Position

The Relationship One Account Director is responsible for identifying and closing product and service opportunities in their assigned territory. To achieve annual, quarterly, and monthly sales targets the Account Director must effectively balance pursuit of new accounts while serving and growing existing customers. In this role, you will work with Relationship One channel partners to co-sell and co-manage joint sales pursuits and coordinate post-sale account management activities. You will work closely with internal account team members, including Program and Project Managers, Service Consultants and Product Developers to define, scope and deliver unique product and service solutions that maximize client value. And you will also work with a wide range of client and prospect stakeholders representing interests across marketing, sales, IT, procurement, legal and other departments. We believe forming diverse teams in an inclusive environment is not only the key to our success - it's the human thing to do. Our collaborative culture encourages people to bring their best selves to work where they can both inspire and be inspired. We encourage people from underrepresented groups to apply and we are committed to equal employment opportunity for all regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, marital or parental status, disability, veteran status, etc.

Requirements

5-10 years demonstrated success selling consulting services and/or cloud-based products with professional services to upper-level and C-suite leaders
Demonstrated track record of consistently meeting and exceeding sales targets
Familiarity with solution/value selling models
Proven ability to manage multiple complex sales streams through the full sales cycle
Experience successfully managing RFP responses and winning business by RFP
Familiarity with Salesforce CRM and it’s related capabilities
Working knowledge of marketing cloud applications, especially Adobe Experience Platform (e.g., Marketo Engage, Campaign, Journey Optimizer, Real-Time CDP, etc.), Braze, Oracle Marketing (e.g. Eloqua, Responsys, Unity, etc.), and/or Salesforce Marketing Cloud.
Demonstrable customer service skills and customer-centric selling style required
Strong interpersonal and presentation skills
Strong organizational skills and experience managing project-based sales
Exceptional written and verbal communication skills
Demonstrable resourcefulness, motivation, initiative, and a start-up mentality
Aptitude for working both independently and collaboratively and the ability to lead collaborative teams
Must reside and be eligible to work in the United States

Nice To Haves

Experience selling to marketing professionals/executives preferred
Experience selling marketing automation, customer experience, or CRM software a plus

Responsibilities

Execute an effective sales plan to achieve territory revenue targets and Relationship One product and segment revenue growth priorities
Develop strong channel partner relationships as the primary source of new sales opportunities and collaborate in pursuing and closing those opportunities
Identify and pursue additional opportunities through a combination of inbound lead follow-up, outbound campaigns, outbound contacts, and contact and reference selling
Coordinate with marketing on lead management and follow-up
Identify and qualify all assigned leads and business opportunities
Cultivate VP and CXO level prospect and client relationships, and develop a detailed understanding of prospect and client business goals and objectives
Lead dialogue with prospects and clients to discover and define business needs and objectives
Coordinate with Solution Leads to develop and define comprehensive, programmatic prospect and client solutions
Develop and present proposals to succinctly demonstrate how Relationship One will deliver the desired solutions and outcomes
Lead and manage the negotiation and contracting work streams and activities
Faithfully model Relationship One sales management and forecasting processes
Embrace and model Relationship One solution selling best practices
Lead the Relationship One account teams in Account Planning and Account Management activities, consistent with Relationship One processes
Collaborate with the internal account team to ensure effective exchange of information and execution of sold projects