Client Partner, Senior Director

Acxiom • Conway, AR

213d

About The Position

The Client Partner - Enterprise Account role serves as the primary post-sale point of contact for a strategic client based on revenue and opportunity size. The Client Partner is responsible for their satisfaction and future growth. Uses in-depth knowledge of client industry and/or business processes, deep knowledge of the product(s) being sold and technical expertise to drive and increase adoption and utilization of company products across Acxiom and the IPG Enterprise. Demonstrates product features beyond central functionality to help the customer achieve specific business results and maximum value from their investment in Acxiom product(s). Strong strategic mindset to be able to identify and recommend specific solutions to achieve customer's desired result. Holds direct responsibility for identifying opportunities and closing revenue from assigned enterprise level client, including upselling and cross-selling of related products, including accountability for client renewal and retention results. Ensures best practices are adopted for product use and clients are maximizing value from product/service investments. Handles escalations and coordinate across functional areas of the company, including Sales, Professional Services, Engineering, Finance, Delivery, Marketing, Training, and/or Support.

Requirements

• Fifteen (15) + years of relevant experience.
• In the absence of a bachelor's degree, relevant experience of an equivalent time will be considered.
• Solution selling experience in the data, digital, MarTech and/or AdTech ecosystem(s).
• Multi-functional leadership experience (Consulting, BPO, General Management, etc.)
• Experience in Marketing and Marketing Technologies, including data insights, analytics, and digital marketing experience.
• Knowledge of martech and ad tech ecosystem and technology.
• Deep knowledge of the application of consumer and behavioral data.
• Proven track record of meeting/exceeding goals and experience with sales targets.
• Proven success in managing clients with multiple lines of business.
• Ability to map technology solutions to solve business problems or advance business goals.
• Demonstrating resilience and creativity to gain commitments over challenging sales cycles.
• Strong Problem-solving skills.
• Financial and Business acumen.
• Experience and temperament working in high-pressure, fast-paced environments.
• Conversational style and ability to ask relevant questions (Solution Selling).
• Strong history of successful consultative, relationship-based selling.
• Strong presentation skills, including advance PowerPoint abilities.

Responsibilities

• Consistently deliver high quality work on time and against commitments.
• Achieves revenue run rate and incremental growth targets, profitability targets, and other sales related goals within named Enterprise level client.
• Proactively identifies new revenue opportunities and drives account growth and profitability acceleration including new business, up-sell, and cross-sell opportunities.
• Develops and improves client relationship across the organization including the marketing, business and IT teams by providing consultation and expertise: aligning client business needs to Acxiom products, solutions, and services as well as solutions across the IPG network.
• Establishes annual and monthly revenue and bookings forecasts.
• Meets and exceeds revenue targets, and other sales and revenue related goals.
• Responsible for managing within salesforce all records of sales, revenue, and other key account information.
• Creates and maintains appropriate, well-managed pipeline.
• Proactively monitors account and determines avenues for account growth through strategic account planning across the organization.
• Creates value and differentiates Acxiom services and products from competitors.
• Consults with client on new use cases and capabilities to enable organic growth (including decision engines, platform technologies, digital enablement, analytics, channel expansion, etc.)
• Leads or facilitates contract negotiations for new business and renewals.
• Escalation points for status, issues, problems, and feedback to client/stakeholders and teams.
• Work closely with delivery team managers helping support overall account operations.
• Work closely with our agency partners to develop and support overall account relationships.

Benefits

• Inclusive work environment.
• Flexible work arrangements.
• Opportunities for growth.
• World-class associate training and development.
• Recognition as a Great Place to Work.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services
• Education Level: Bachelor's degree