Sr Account Director - Americas

SAS•, MN

19h•Hybrid

About The Position

The Senior Account Management Director manages commercial relationships with a portfolio of existing large accounts in an assigned geographic territory and contributes to regional sales results. The primary measures of success are annuity revenue retention and sales to managed accounts. The role is ideally suited to candidates based in the Central or Eastern U.S. time zones and may require travel of up to 50%.

Requirements

Bachelor’s degree in Business, Hospitality, or a related field; equivalent combinations of education, training, and relevant experience may be considered.
At least 5 years of progressive experience in revenue management, account management, or business development/sales, specifically consultative sales involving enterprise software.
At least 5 years of professional experience in hospitality technology or complex analytics software solutions in quota-carrying roles.
Excellent communication and interpersonal skills, including the ability to communicate across diverse cultures and corporate levels.
Ability to understand the hospitality industry, hotel infrastructure, hotel technology, and interfaces with IDeaS.
Experience and confidence communicating with executive management and C-level teams.
Strong organizational skills and ability to multitask in a fast-paced environment, independently and as part of a team, while meeting deadlines and expectations.
Excellent listening skills to recommend short- and long-term IDeaS products and services that support client goals and align with client objectives.
Strong presentation and negotiation skills to communicate product and service value and negotiate profitable contracts.
Ability to represent IDeaS and coordinate relationships between IDeaS teams and clients while protecting both parties’ interests.
Strong business acumen, including understanding business operations, trends, competitive dynamics, and how strategies and tactics work in the marketplace; ability to translate complex business problems into workable solutions.
Proficiency in MS Excel, Word, and Outlook.
Ability to travel up to 50%.
Must be legally authorized to work in the United States and not require employment visa sponsorship now or in the future.

Nice To Haves

Fluency in Spanish is highly desirable.

Responsibilities

Build and nurture relationships with assigned accounts through on-site meetings, regular phone and email contact, and industry or company events.
Explain IDeaS products, services, and consulting offerings, while listening to client needs and requirements.
Identify mutual business opportunities and develop and implement growth strategies that deliver service and meet or exceed territory sales targets across IDeaS offerings.
Use IDeaS go-to-market strategies and resources to execute local tactics and create and win opportunities for IDeaS products and solutions.
Provide proactive client service and engage internal resources to meet client expectations.
Use tools such as Salesforce.com and LinkedIn Premium to track activities, contacts, accounts, leads, and opportunities and support account planning and social media activities.
Provide monthly reports and updates to IDeaS sales leadership on strategies, tactics, and successes.
Represent IDeaS professionally in the marketplace.
Act as an ambassador for assigned accounts by communicating client needs to IDeaS leadership.
Engage clients as reference clients and support case studies that share their success stories.
Manage expectations so products and services align with client needs.
Stay informed about hospitality industry trends, IDeaS products and services, and the competitive landscape.
Perform other duties as assigned.