SA30M3 Assistant Director, Strategic Accounts - Americas

CAS•Columbus, OH

8h•Remote

About The Position

CAS is seeking an Assistant Director, Strategic Accounts for the Americas to lead its regional Strategic Accounts team, comprising Strategic Account Managers and Senior Customer Success Managers. The team is responsible for protecting and growing CAS global enterprise accounts with a strong presence in North America. The role sets regional account strategy, establishes forecast discipline, coaches team members, and maintains direct engagement with key customer executives. It carries budget responsibility associated with account strategy and forecasting and is classified as exempt under the Fair Labor Standards Act. The Assistant Director partners with the Program Manager, Strategic Accounts to keep senior CAS leadership informed about account needs, challenges, and opportunities. The role also partners with Custom Services to develop a pipeline of services opportunities, handing qualified opportunities to that team for facilitation and delivery while monitoring delivery progress as it affects account health. The position is remote and may be located anywhere in the United States, with travel of up to 40% domestically and internationally.

Requirements

Bachelor’s degree in business, a science-related field, communications, or another related discipline.
At least 15 years of progressive commercial experience, including direct experience managing large, complex, multi-stakeholder enterprise accounts.
Experience building and executing account strategy and forecasting for a portfolio of global enterprise accounts.
A track record of engaging and influencing C-suite and VP-level customer executives in a consultative, relationship-driven sales or customer-success capacity.
Prior people-leadership experience managing senior commercial professionals.
Experience with CRM, forecasting, and opportunity-management tools or systems.
Strong cross-functional collaboration skills, including the ability to partner with Strategic Accounts program leadership, Custom Services, and senior CAS leadership.
Effective communication and interpersonal skills.
Willingness to travel up to 40% domestically and internationally.
Must be authorized to work in the United States and must not require company sponsorship for work authorization now or in the future.

Nice To Haves

An advanced degree.
Experience selling or supporting science-related solutions and/or information or intellectual-property solutions.
Familiarity with Salesforce.com.
Fluency in an additional language.

Responsibilities

Lead a regional team of Strategic Account Managers and Senior Customer Success Managers responsible for protecting and growing global enterprise accounts with a strong North American presence.
Develop and maintain regional account strategies with the team, reflecting each account’s health, growth potential, and risk profile.
Set account-coverage priorities and adjust assignments and strategy as the global enterprise portfolio evolves.
Build and own the region’s monthly forecast in partnership with the team and Commercial Operations.
Track forecast accuracy and use variance analysis to refine account strategy and coaching.
Regularly report regional account health, forecast, and risks to CAS senior leadership.
Engage personally with senior customer executives at the region’s most strategic accounts to support long-term retention and growth.
Facilitate engagement between senior CAS leaders and customer executives, and represent regional accounts in internal executive reviews.
Work with the Program Manager, Strategic Accounts to inform senior CAS leadership of account needs, challenges, and opportunities, and contribute regional account intelligence to the broader program.
Partner with Custom Services to develop custom-services opportunities, hand off qualified opportunities, and maintain visibility into delivery progress as it affects account health.
Lead, coach, and develop a team of seasoned commercial professionals, setting expectations for account strategy, executive engagement, and forecast discipline.
Recruit, retain, and develop Strategic Account Manager and Senior Customer Success Manager talent.
Ensure accurate and complete communication between the regional team and senior sales and CAS leadership.