Strategic Account Director

ProctorU Inc. • Mclean, VA

7h • Hybrid

About The Position

The Strategic Account Director is an important part of Meazure Learning’s Professional Testing sales team with responsibility for not only ensuring customer delight with our testing clients, but also for growing existing account revenue. The Strategic Account Director should possess a proven track record in B2B solution sales, polished customer service skills and a passion for providing innovative business solutions. The Account Executive has a consultative sales approach with a passion for discovery work to understand a prospects business, pain points, and desired business outcomes.

Requirements

• Proven experience in a Sales or Account Management role
• Ability to flourish in a fast passed environment.
• Experience with Salesforce and other sales productivity tools (such as Gong, LinkedIn Navigator)
• Experience with sales methodologies (such as Challenger, MEDDPICC, Miller Heiman Strategic Selling, SNAP, SPIN). Challenger experience is a plus.
• A proven track record and demonstrated success selling and consulting on solution platform/ SAAS / Cloud enterprise class software and services to enterprise class companies.
• Outstanding relationship and rapport building abilities
• The ability to multi-task, prioritize, and balance time across clients, multiple partner relationships and internal initiatives on a daily basis while maintaining a profound attention to detail
• Able to discern the difference between situations that require escalation, those that require immediate attention without escalation, and those that are important but not immediate
• Strong business acumen, problem-solving skills, and strategic foresight
• Advanced written and verbal communication skills

Nice To Haves

• Challenger experience is a plus.

Responsibilities

• Establish strong client relationships and grow our business through increased volumes, cross-sell other Meazure Learning products & services, or add additional tests or divisions.
• Team with Client Success team to ensure high customer satisfaction and maximize renewals.
• Generate demand by assisting clients to identify current needs, and then effectively articulate how Meazure Learning can add value through our services and solutions.
• Be the go-to resource for any client needs; ensure that we stay accountable to our clients for any ongoing work, questions, new opportunities, and renewable agreements.
• Advocate for our testing clients; serve as the internal liaison for client deliverables to all team members within the division.
• Drive client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the renewal agreement for each client.
• Champion Meazure Learnings sales tools and methodology to effectively manage accounts, opportunities, pipelines and forecast.
• Build trust and long-term relationships by developing client advocates and coaches who support Meazure Learning.
• Conduct contract review meetings with project stakeholders to evaluate the overall status of each account and to revisit and adjust (if necessary) the priorities of each account.
• Manage quotes to customers for software and services work while acting as an escalation point for support issues or other customer concerns
• Define possible client solutions and customer experiences and help clients envision future states and value propositions
• Manage new scopes of work, contract renewals, and contract amendments with existing accounts
• Work with Psychometrics, Operations, and Product teams to manage new scopes of work, communicate new proposals and contracts to clients and be the point of contact throughout the proposal and contract writing process
• Manage the internal process for contract updates and amendments, renegotiations and expiring contracts with current and new business
• Provide support to the sales team for proposals, including writing of content, submission of questions, and editing
• Track and improve on churn and growth rates in assigned accounts
• Develop, conduct, and plan regular communication, risk assessments and lessons learned sessions of ongoing account and develop and oversee mitigation measures to turn risks into opportunities
• Manage routine, purposeful communications with clients regarding new products and services, events, tradeshows etc.
• Other relevant projects, as needed

Benefits

• Competitive Salary
• 401(k) plan with company matching & immediate vesting schedule (100% of the 1st 3% and 50% of the next 2%)
• BCBS Health, Dental, & Vision Insurance with generous employer funding for employees and dependents
• Generous flexible time off approach
• Professional development
• Remote and hybrid first organization
• Great working environment with a team of exceptional people

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed