Director, Account Management

Job Description:

The Director, Account Management, is a driven and experienced MSP/MSSP sales leader who thrives in an entrepreneurial environment, can execute scaled sales and account management processes, leverage the latest and greatest tools and sales enablement technology, to drive a comprehensive Account Management function focused on retention, renewals, upsell, and client sentiment including Net Promoter Score (NPS).

You will be reporting to the EVP of Sales and managing a team of Account Managers, all focused on specific territories across the US and spanning verticals such as Education, Financial, Healthcare, Retail & Hospitality, and State and Local Government. This role will require travel every other month.

Job Duties & Responsibilities:

• Build and lead the Account Management sales team by training and mentoring high-performing sales professionals skilled in sales acumen that drives high retention, broad cross-sell/upsell, and expansion with customers loving our services, as indicative of a high Net Promoter Score.
• Develop and implement sales strategies, such as detailed account management planning using existing resources and creative approaches to drive a retention strategy, minimizing down sells in renewals, and establish our presence in new expansion areas within an account or services within that account.
• Generate Cross-sell and upsell opportunities. While a sales development function exists, we expect that the lion's share of cross-sell and upsell opportunities will be generated through effective customer interactions, educating our buyers, expanding the customer contacts through referral and networking, and outbound sales efforts.
• Manage the entire sales process, from lead generation to closing high-value managed IT service contracts.
• Continuous improvements on sales processes, scripts, and training materials to ensure consistent success.
• Actively participate in Sales meetings both onsite and virtually with prospects and clients to build relationships, coach and mentor Account Managers in the field.
• Meet and exceed sales targets. Own and manage your team's pipeline by optimizing prospecting efforts and implementing best practices.
• Establish a team culture of rigor, discipline, and the drive to win by aligning sales activities with expected leading key performance indicators and leading from the front, demonstrating an entrepreneurial attitude and player-coach mindset.
• Establish strong client relationships to ensure long-term success and customer retention.

Qualifications:

• 5+ years of MSP sales leadership experience
• Proven track record of building and managing a successful sales team(s).
• Data-driven and tech-savvy manager with experience in using sales enablement platforms such as (Salesforce, ConnectWise, Dialpad, etc),
• Exceptional acumen in forecast management and reporting.
• Strong B2B Account Management, pipeline management, and closing experience.
• Deep understanding of managed IT services, managed cybersecurity services, cloud solutions, IT infrastructure, and compliance services.
• Highly competitive and driven to succeed in a fast-paced, high-growth environment.
• Strong leadership, communication, presentation, and negotiation skills.