Director, Key Accounts

The shape of it

In the posting’s own words

Our Director, Key Accounts provides strategy, mentorship, and guidance for a team of Key Account Executives who are responsible for driving new business through the full sales cycle.

What it asks for · 7

• Experienced in managing a high performing Enterprise Sales team for a B2B technology company
• A strong relationship builder with 5+ years of overall Enterprise sales experience working with Fortune 100 companies
• Confident in managing complex sales processes with multiple stakeholders and negotiations with pricing based on business value, legal and procurement
• Knowledgeable in selling to C-level executives in the IT space
• Experienced in setting quotas and managing people against those quotas
• Passionate about coaching others with a successful track record as an individual contributor and can share relevant and complex closing experience with a growing team
• Role requires regular travel to client sites, within your area and other regions, using various modes of transportation (car, train, air), depending on business needs.

What the job covers

• Manage, hire, train and ramp a team of Key Account Executives responsible for new bookings from prospecting into a target list of key, high potential prospects
• Achieve annual Enterprise bookings quota with monthly and quarterly targets
• Develop and manage Key Account Executives productivity metrics such as deal size, win rate, and forecast accuracy as well as how to lead a customer through a proactive sales cycle
• Coach Key Account Executives through building executive relationships within a target list of key, high potential prospect accounts through complex Enterprise deals and negotiations
• Shape the direction of the go-to market strategy and execution for your region
• Work collaboratively with Marketing, Product and Success to build targeted messaging and collateral, and mapping a customer journey for the specific business needs of your region
• Conduct weekly forecast meetings
• Support direct reports by participating and leading in client and prospect meetings. Engaging other corporate resources as required

Tools and skills named

Words the posting leans on

• key7×
• sales5×
• account executives4×
• business4×
• enterprise4×
• key account4×
• complex3×
• managing3×
• prospect3×
• quotas3×
• region3×
• relationships3×
• value3×
• bookings2×
• build2×
• client2×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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