Key Account Director

AMCS Group

About The Position

Sustainability software specialist, AMCS, is headquartered in Ireland, with offices in Europe, USA, Canada and Australasia. With over 1,300 highly-skilled employees across 22 countries, we specialize in delivering technology solutions to facilitate a carbon neutral future. Our innovative SaaS solutions increase efficiency and boost sustainability in resource-intensive industries. Over 5,000 customers across 23 countries already benefit from our Performance Sustainability software, ensuring we deliver practical solutions for improved profitability and environmental resilience across the globe. AMCS offers team members more than just a job, but an opportunity to map out a career with a company that is growing, evolving and setting out new ways of working that are having a positive impact on the world around us. AMCS was established in Ireland and holds onto those local roots and ‘start-up’ mentality with a culture of connection. Connection to our work, our customers, our colleagues and our community that creates a working environment that fosters openness, collaboration and creativity. As an experienced Key Account Director, you will have the opportunity to shape your own success path within our organization. You will engage with customers in sectors that inspire you while selling our core products backed by one of the most robust software platforms in the market. You will have direct collaboration with leadership to explore opportunities that pave the way for your success. We welcome candidates based in Boston or any location along the East Coast.

Requirements

10+ years of experience in a quota-carrying consultative software sales role, with average deal sizes exceeding $1M ACV
5+ years of proven experience selling ERP software
Proven track record of managing multi-year, multi-faceted transformational business engagements with Fortune 500 companies.
Strong skills in developing corporate strategic account sales plans with concurrent, multi-year sales motions.
Excellent communication and presentation skills, along with experience in creating compelling solutions blueprints.
Demonstrable experience in C-Suite value positioning and developing ROI insights through methodologies such as Command of the Message and MEDDICC.
High level of business acumen and a thorough understanding of customers' businesses, organizations, strategies, and financial positions.

Responsibilities

Develop and maintain a multi-year strategic account plan focused on meeting or exceeding customer objectives and sales goals. Adapt the account strategy continuously to align with the evolving needs and priorities of key accounts.
Lead and influence strategic planning efforts across sales, product, consulting, and support teams, ensuring that key account requirements are prioritized and represented effectively.
Manage the relationship between key accounts and AMCS personnel, including all sales, solution specialists, product development, consulting, support, and corporate functions, ensuring effective alignment, clear communication, and regular reporting.
Collaborate with customers to establish agreement on key initiatives that align with their business transformations and strategic imperatives.
Take ownership of any escalation issues related to key accounts, driving them to closure while fostering high levels of customer satisfaction and ensuring a win-win environment in day-to-day operations.
Establish a quarterly business review process with key account sponsors to track progress on aligned initiatives and foster ongoing engagement.
Build and maintain relationships with the customer's executive team, establishing yourself as a trusted business advisor.
Drive both strategic and tactical planning to support the overall success of key accounts.
Generate and achieve accurate monthly sales forecasts that reflect account health and progress.
Proactively identify and create new opportunities for growth within existing key accounts, leveraging a "hunter" mentality in your approach.
Conduct initial discovery calls and meetings with customers through phone, email, or in-person interactions.
Facilitate face-to-face meetings, deliver proposals and solutions, and close business via phone, Zoom, or in-person as circumstances allow.
Collaborate internally on pricing strategies and account implementation plans to ensure customer success.
Maintain detailed records of your sales funnel and prospective customers in the required formats.
Conduct regular progress meetings with key account sales teams and management to ensure alignment and accountability.
Engage in ongoing professional development and training opportunities, both internally and externally, to enhance your skills and knowledge.