Senior Director, Focus Accounts

Miovision

47d

About The Position

The Senior Director, Focus Accounts leads revenue strategy and growth across a high-priority portfolio, encompassing the ITS, TE, and TSP business segments. You will be responsible for driving account portfolio bookings, cultivating executive customer relationships, and managing a high-performing team to scale current and future business. By maintaining rigorous discipline, you ensure that aggressive growth aligns with the company’s long-term financial health.
Working cross-functionally, you will orchestrate support from Sales Engineering, SDRs, and Marketing to execute sophisticated Account-Based Management (ABM) campaigns. You share accountability for sales targets with business unit leaders while serving as the territory’s primary connector for grants, influencer partnerships, and the integration of new acquisitions. This role is the central driver for accelerating revenue and expanding our strategic footprint in the territory.

Requirements

• Experience leading, developing, coaching and scaling a diverse (and remote) group of skilled sellers - ensuring alignment on goals and sales strategies
• Experience within the Transportation technology industry
• Possess the ability to operate in a growing, unstructured environment, managing multiple projects simultaneously, while balancing the needs of a variety of key internal and external stakeholders.
• Experience dealing with complex sales cycles, team development and partner program/strategy development are required to navigate this role effectively. Intimate knowledge of partner contract structure, partner operations, and sales team dynamics are a must.
• Ability to motivate a group to meet and overachieve very aggressive growth in a hyper growth environment
• Ability to integrate new solutions via partnership, product development or acquisitions
• Proven partner/channel selling and relationship experience
• Strong territory development experience, with the ability to meet deadlines, and build programs to meet the requirements of a diverse group of customers; particular emphasis of experience with channel partners and the variety of internal/external programs required to stand-up and support a growing community of partners
• Excellent communication skills, with the ability to tell a strong story both internally and externally, inspiring change and growth, and motivating towards the achievement of company goals and objectives
• Experience working in a multi-faceted, complex partner-driven sales environment; experience with partner program and associated models/strategies is a plus
• Ability to maintain strong relationships with key internal and external stakeholders

Responsibilities

• Sales Growth - Plan and execute sales strategies to achieve the Company’s revenue and growth goals. Execute on this plan by establishing appropriate goals, priorities and work plans for the assigned sales team, while driving accountability into each team member to achieve these goals.
• Meet or exceed revenue and bookings targets on a quarterly and annual basis.
• Develop ABM (Account Based Management) strategies and account plans for Tier 1 and 2 market segments.
• Lead the the cross-business strategic initiative of “land and expand”. Increasing presence in existing customers by introducing the Miovision and Opticom solution set. Increasing share of existing customer spend.
• Ensure focus on lead and opportunity generation, to balance and address for current and future pipeline growth
• Build and maintain a strong relationship with partners and advise on changes in order to maximize growth.
• Work with territory team members to build an effective grant program in order to maximize bookings and revenues
• Integrate new solutions based on new partnerships or potential acquisitions
• Sales Team - Manage, support, and coach a high functioning Focus Account Sales Team.
• Support the Identification. recruitment, and onboarding of qualified and motivated sellers to execute on sales objectives
• Ensure regular cadence with each territory team member, focusing on territory account growth
• Engage, and build relationships with both established partners and key potential prospective partners to grow the Company’s revenues.
• Internal Evangelizing - Act as the primary voice of the Focus Account Business to key internal stakeholders including the CRO and Product Leadership.
• Provide Product Roadmap enhancement and feature recommendations based on market feedback.
• Provide market activity within the territory and collaborate with Marketing for effective market strategies.

Benefits

• Comprehensive Coverage: Your well-being is covered from day one with comprehensive health benefits, 24/7 virtual healthcare access, and dedicated wellness programs.
• Financial Future: Build for tomorrow with our RRSP Matching Plan and share in the company's success through our Variable Incentive Plan.
• Time to Recharge: Truly unplug with our unique Mio-Days and flexible vacation policy.
• Work & Life Support: We support you with flexible work options, an internet subsidy, a remote work allowance, and enhanced leave for new parents.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 251-500 employees