Director Key Accounts

SONIFI Solutions, Inc. • Sioux Falls, SD

20h • $65,000 - $125,000 • Hybrid

About The Position

SONIFI is known around the world as the best guest technology provider in hospitality, and it’s all because of the people behind the technology. For more than 45 years, SONIFI has been where employees thrive on collaboration and curiosity, helping hotels solve challenges with patented innovations that shape technology experiences for staff, guests, and the best companies in the industry. For the next step in your career, it’s time to set a new standard with SONIFI.
Help grow and strengthen some of SONIFI’s most important customer relationships. We’re looking for a Director, Key Accounts who will primarily grow and maintain high-profile key accounts while expanding SONIFI’s footprint, acquiring high-value accounts, growing and upselling existing business, and driving strong retention through relationship management and customer satisfaction. This is a high-growth sales environment with an assigned quota tied to revenue and gross profit growth objectives.
Account assignments will include some of the most important management companies, ownership groups, and other operators in hospitality or adjacent verticals. You’ll sell SONIFI’s full product offering, strategically develop assigned accounts for long-term success, and tactically drive business to meet quota.

Requirements

• Four-year degree in Business or a related field, or the equivalent combination of education and/or work experience.
• A minimum of seven years of enterprise sales experience, preferably with a systems/software focus.
• Direct experience managing large relationships and multiple accounts is required.
• Ideally at least five years of experience selling hardware, content, and/or software to the hospitality industry.
• A successful history of driving account expansion and upsells within existing key accounts and achieving growth quotas.
• Strong business acumen, communication proficiency, negotiation, collaboration, customer focus, and a results-driven approach.
• Self-motivation and ability to work with minimal supervision.
• Excellent listening, negotiation, and presentation skills.
• Ability to understand and articulate basic technical concepts, such as product specifications, to various audiences.
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of an organization, including executive and C-level stakeholders.
• Ability to build and maintain positive, professional relationships with difficult or demanding customers.
• Experience delivering client-focused solutions based on customer needs and facilitating customer meetings.
• Ability to analyze specific customer needs, organize complex technical solutions, evaluate alternatives from both the customer and business-impact perspectives, and make appropriate recommendations based on financial, business, and operational practices.
• Practical experience with Microsoft Word, Excel, PowerPoint, and Salesforce is required.
• Ability to manage multiple priorities, work effectively under deadlines, exercise strong judgment, and work professionally and collaboratively with others.
• Ability and willingness to travel up to 40% of the time, or as business needs dictate.

Responsibilities

• Manage and expand assigned key accounts while developing relationships with key decision-makers, influencers, architects, contractors, FF&E vendors, and other referral sources.
• Drive and manage the sales pipeline from prospect through the entire sales cycle, including prompt and accurate documentation and forecasting in Salesforce.
• Identify and grow opportunities within the assigned account base to achieve and exceed quota while balancing existing account needs, prospecting, and Salesforce administration responsibilities.
• Develop trusted-advisor relationships by continually assessing and validating customer needs and building strong, long-lasting relationships.
• Proactively conduct customer calls, sales pitches, and presentations; manage ad hoc account inquiries; and partner closely with Customer Success on QBRs and ongoing customer engagements that support retention, cross-selling, and upselling.
• Ensure appropriate solutions are designed and proposed in the mutual best interests of the customer and SONIFI, considering installability, supportability, and customer satisfaction.
• Problem-solve for customers and coordinate the involvement of necessary SONIFI resources, including shepherding high-priority requests and incident escalations when needed.
• Become an expert on SONIFI products and solutions through ongoing education and knowledge refinement so you remain a trusted resource for customers.
• Stay informed about industry trends, technological advancements, and competitor activities.
• Collaborate closely with team members on sales targets, presentations, meeting schedules, sales pitches, and opening new business for SONIFI.
• Coordinate with Marketing, Product, Operations, Sales Engineering, Finance, Implementations, Support, and other departments to execute campaigns and support successful customer and sales outcomes.
• Prepare and consult with internal departments to ensure site surveys, proposals, rate requests, contracts, and related activities are followed up on and completed within timeframes acceptable to the client.
• Contribute to SONIFI’s strategic planning, including performance objectives, financial targets, and critical milestones.
• Attend relevant trade shows and events to gather new leads and represent SONIFI positively and professionally, while functioning as a collaborative leader and role model for others on the team.

Benefits

• health, dental, vision, 401(k) with employer match, paid time off (PTO), flexible work arrangements, professional development opportunities, pet insurance, and on-demand pay.

What This Job Offers

• Job Type: Full-time
• Career Level: Director