Global Account Director

Responsibilities & Deliverables:

- Establish and govern the joint strategy and plan for the named accounts to drive the continued investment and expansion of existing products and the identification of opportunities, account ambition and big bets

- Build strong and positive relationships with clients at various levels including C-level executives across business and IT domains maintaining regular touch points.

- Drive innovation and early adoption of new solutions, ideas and ways of working

- Lead and collaborate the extended team for account planning, new project opportunities and to ensure business objectives and customer expectations are met.

- Establish and maintain a deep understanding of the client operating environment, their business objectives, strategic initiatives, key stakeholders and influencers in the relevant business domains.

- Identify new sales opportunities and build a pipeline for products and services, engage and support of internal stakeholders such as Solution Consultants and/or Sales Executives to advance the sales pursuit to close.

- Act as a point of escalation for client resolution on issues. Ensure client challenges are resolved in a timely and professional manner and comply with agreed upon Service Level Agreements.

- Establish regular business update meetings with appropriate client personnel to provide visibility to products and solutions and align to client initiatives.

- Ensure and maintain sales forecasting data in sales reporting system to allow for opportunity management and reporting. Close business to meet forecast commitments and sales quotas.

- Maintain well documented knowledge about clients’ businesses via Account Plans and in sales tracking system.

- Close business to meet forecast commitments and sales quotas.

- Provide monthly sales status updates.

- Stay abreast of current industry trends, competitors, and current/new company products and services, industry trends, client strategic initiatives

- Responsible for the co-ordination and orchestration of activities to realise account strategy

- Support and manage the global account team in achieving the account strategy

- Other duties as assigned.

Experience:

- 10+ years’ experience progressive experience in consultative sales and account management capacity

- People and programme management experience preferred

- Results orientated

- Previous experience with CRM technology for pipeline management, business intelligence, and integrated account management

- History in developing business in major accounts

- Domain depth and expertise in pre-sales or consulting side preferred.

- Experience in working with cloud, SaaS software solutions

Required Skills and Experience:

- Experience managing multiple accounts.

- Ability to build credible and influential client relationships

- Demonstrates product and industry knowledge including market trends and competitive intelligence

- Ability to conceptualize and build value propositions that deliver a compelling message to clients.

- Ability to build and manage a sales pipeline and achieving/exceeding quota.

- Excellent written, verbal and presentation skills with proven ability to effectively engage with and present to senior level executives.

- Ability to collaborate with internal stakeholders in the pursuit of sales and account engagement objectives.

- Client focused, self-directed, and motivated.

- Ability to navigate within Financial Institutions, understand current and future business requirements and translate into understanding of customer needs and sales opportunities

- Strong analytical and issue resolution skills

- Proven track record of growing and developing Financial Services clients with sole responsibility of its P&L

- Proven connections in Financial Services sector especially in the retail, commercial and corporate banking segment

Deal history of creating propositions in concert with partners (technology vendors