Head of Account Management

Fieldwire

7d•Remote

About The Position

The Head of Account Management will lead a highly performing SaaS Account Management Division. This includes defining the strategy for Fieldwire post sales, ensuring high quality execution, talent acquisition and development whilst being responsible for quarterly and annual sales targets. The role is an opportunity to join the Hilti, Inc. team and make a decisive contribution to the digital transformation of the construction industry and Hilti's evolution as a leading software provider in the industry.

Requirements

5 to 10 years of experience in sales and marketing functions and/or in a project management within the construction industry
At least 5 years of sales management with proven success records in an international context
Entrepreneurial and agile mindset, pragmatic and solution oriented in an environment full of ambiguity
Self-structured, self-driven and ambitious personality
Passionate for people, ability to coach and give and use feedback in a positive and effective way
Excellent diagnostic, communication, consulting and presentation skills

Nice To Haves

Master degree in Engineering or Business Administration - preferred not essential

Responsibilities

Defining the right market strategy, aligning with global team, building the right priorities and leading excellent execution.
Establish functional and disciplinary management of the Account Management Organization dedicated to Fieldwire project management software.
Develop and manage an engaged, growing, talented and outperforming team, with a pragmatic can-do and agile mindset.
Jointly owning the strategic direction of the Account Management Team which includes positioning investment proposals, team structural changes and responsibilities over time.
Delivering the key organizational objectives for our Account Management Sales motion, through strong renewal practices and evolving the expansion sales framework.
Acting as a competence center for future growth and sharing best practices with key stakeholders in our global Fieldwire organization.
Responsibility for reaching the quarterly and annual sales targets in the assigned geography by ensuring that the team develops sales opportunities through remote selling as well as by performing Customer Life-Cycle-Management for the established customer base.
Leading, training and coaching managers to be able to lead teams according to situational leadership, as well as implementing personnel decisions within the frame of the Hilti People Review process and methodology.
Development and establishment of the Sales Management Process (e.g. KPIs and shop floors) to manage the team effectively to achieve the sales targets.
Engagement in top accounts in relation to Project Management software and direct responsibility to advance business for top deals.
Monitoring of market dynamics and definition of proposals to ensure an even better market penetration and top customer experience and external reputation in the target geographies by continuously improving the marketing and sales approach.
Cross-departmental work with different functions to allow the achievement of the business targets as well as the integration into the regional and local organizations (customer service, sales, marketing, software support team).