Account Director - Americas

SAS•, MN

20h•Hybrid

About The Position

The Account Director manages the commercial relationships of a portfolio of existing mid-sized accounts within an assigned geographical territory and contributes to regional sales results. The role is accountable for annuity revenue retention and sales to managed accounts, growing and retaining clients through IDeaS’ software-as-a-service pricing and revenue management offerings and advisory consulting services. The position is suited to candidates based in the Central or Eastern time zones in the United States. The Account Director builds and nurtures client relationships, identifies growth opportunities, and coordinates IDeaS resources to deliver service that meets client expectations. The role represents IDeaS in the marketplace, communicates client needs to IDeaS leadership, and works with clients to support references and case studies. The position requires staying informed about hospitality industry trends, IDeaS offerings, and competitors. Travel may be required up to 50%.

Requirements

Degree in Business, Hospitality, or a related field; equivalent combinations of education, training, and relevant experience may be considered.
At least 5 years of progressive experience in revenue management, account management, or business development/sales, specifically in consultative sales involving enterprise software.
At least 5 years of professional experience in hospitality.
Excellent communication and interpersonal skills, including the ability to build relationships across diverse cultures and corporate levels.
Ability to understand the hospitality industry, hotel infrastructure, hotel technology, and interfaces with or to IDeaS.
Strong organizational and multitasking skills in a fast-paced environment, including the ability to work independently and as part of a team, meet deadlines and expectations, and manage competing priorities.
Excellent listening skills and the ability to recommend short- and long-term IDeaS products and services that support clients’ goals and align with their objectives.
Strong presentation and negotiation skills to communicate product and service value and negotiate profitable contracts.
Ability to represent IDeaS and coordinate relationships between IDeaS teams and clients while protecting both parties’ interests.
Strong business acumen, including understanding business operations and trends, competitive conditions, and how strategies and tactics work in the marketplace; ability to translate complex business problems into workable solutions.
Proficiency in MS Excel, Word, and Outlook.
Ability to travel up to 50%.
Must be legally authorized to work in the United States and must not require employment visa sponsorship now or in the future.

Responsibilities

Build and nurture relationships with assigned accounts through on-site meetings, regular phone and email contact, and attendance at industry or company events.
Present IDeaS products, services, and consulting offerings confidently while listening to clients’ needs and requirements.
Identify mutual business opportunities and develop and implement growth strategies that deliver service and meet or exceed territory sales targets.
Use IDeaS go-to-market strategies and resources to execute local tactics and create and win opportunities for IDeaS products and solutions.
Provide proactive service and engage company resources efficiently to meet client expectations.
Use tools such as Salesforce.com and LinkedIn Premium to track activities, contacts, accounts, leads, and opportunities and support account planning and social media activity.
Provide monthly reports and updates to IDeaS sales leadership about strategies, tactics, and results.
Represent IDeaS professionally in the marketplace.
Represent assigned accounts to IDeaS leadership and communicate client needs clearly.
Engage clients as reference clients and support IDeaS case studies that share client success stories.
Lead effective, positive meetings, ensuring important matters are discussed and outcomes are clearly recorded.
Manage expectations so IDeaS products and services align with client needs.
Stay informed about hospitality industry trends, new IDeaS products and services, and competitors and key market players.
Perform other duties as assigned.