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Director, Account Management – Contract
Location
Canada
Posted
3 days ago
Salary
0
Seniority
Lead
Job Description
Director, Account Management – Contract
Orgvue
• Manage a $1-4 Million book of business between 6-10 accounts. • Lead regional team of Account Managers, setting strategy, managing performance and defining global processes jointly with CCO and other leaders • Maintain view of renewal and upsell opportunities, risks and forecasts; report out on metrics weekly • Retain accountability for regional performance against financial targets • Research existing accounts to assess business opportunities for upsell, renewal value and services revenue. • Collaborate with assigned account teams to create and maintain account plan; pull on relevant colleagues within the business to meet account needs • Provide input to marketing and engagement campaigns targeting existing accounts / customers • Manage customer account data, follow up on marketing lead activity and follow relevant processes to capture outcomes • Use domain experience, understanding and thought leadership (e.g., disruptive trends) to establish and grow relationships with influencers and decision-makers in existing accounts. • Identify and facilitate appropriate coaching and content for customers’ based on their maturity, ambition and business context • Lead solution discovery to understand client requirements, objectives and priorities. • Present the Orgvue platform including team and/or consultative presentations and efforts. • Work with existing clients to further develop their communities and provide new introductions. • Work with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts. • Maintain strong upsell, renewal and services pipeline, and forecast to increase visibility of short and long-term prospects through our CRM. • Meet agreed monthly/quarterly/annual performance objectives in both upsell activity (meetings/demos) and quota achievement. • Collaborate with internal stakeholders in Customer Experience, Revenue and R&D to communicate and escalate product challenges and opportunities based on market observations and customer feedback • Work closely with alliance manager and partner teams to understand and assess joint pipeline and potential opportunities with partners, maintain understanding of Orgvue relative to partner propositions and strategies. • Help develop compelling joint value propositions to help drive growth in our project business and conversion opportunities. • Where appropriate develop joint account plans with our strategic partner(s) and identify opportunities to embed, enhance and grow Orgvue usage further for both projects and long-term license use cases.
Job Requirements
- Bachelor’s degree or equivalent experience required
- 8+ years of experience in a customer facing role
- Consistently exceeded targets and objectives
- Understands and demonstrates aptitude in managing and leveraging relationships to secure business and executive alignment at accounts.
- Extensive latitude for independent judgment and the ability to travel and work without supervision on complex projects.
- Demonstratable knowledge and ability to speak to Orgvue business domains, specifically HR technology, organisation transformation, organisation design, HR processes, workforce planning
- Demonstrable knowledge of FSI, Healthcare, Energy, FMCG, TMT or Retail verticals; business acumen to identify and articulate opportunities
- Excellent verbal and written (including presentations) communication skills, including the ability to speak publicly to groups.
Benefits
- 25 days paid vacation
- Healthcare premiums 100% paid by employer for majority of plans including family
- ER pension contributions (RRSP)match EE contributions up to 5% of base salary. ER contributions also paid into Canada Pension Plan per annual contribution rate
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