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Responsive (formerly RFPIO) is the global leader in strategic response management software, transforming how organizations share and exchange critical information. The AI-powered Responsive Platform is purpose-built to manage responses at scale, empowering companies across the world to accelerate growth, mitigate risk and improve employee experiences. Nearly 2,000 customers have standardized on Responsive to respond to RFPs, RFIs, DDQs, ESGs, security questionnaires, ad hoc information requests and more. Responsive is headquartered in Portland, OR, with additional offices in Kansas City, MO and Coimbatore, India. Learn more at responsive.io.
About the Role - Remote out of Ireland or UK
The Account Director position is a quota-bearing role, responsible for managing relationships with our top global clients. The Account Director will own and orchestrate all cross-selling and upselling revenue opportunities within this book of business, working collaboratively with other internal teams (including professional services, solutions consulting, account development, and customer success) to optimize opportunities. A successful candidate brings a strategic mindset, exceptional communication skills, and a deep understanding of complex account management principles. This individual will be a hunter-type role. They’re responsible for establishing and maintaining strategic and executive-level relationships with these top customers directly, as well as working with the wider Responsive sales team and internal entities.
As a member of this rapidly growing team, our Account Director will have a direct impact on Responsive’s go-to-market strategy and will provide prospective and current customer feedback that will directly impact the development and improvement of the company’s cornerstone software and full platform.
Essential Functions
* Achieve or exceed monthly revenue targets
* Cultivate and maintain strong relationships with key stakeholders within our Enterprise customers (on average 25000+ employee size)
* Understand the clients’ business objectives, challenges, and needs, and align Responsive’s solutions to solve those needs effectively.
* Drive revenue growth by identifying upsell and cross-sell opportunities within the assigned accounts.
* Collaborate with internal teams, including sales, product development, and customer support, to ensure the delivery of exceptional service to clients.
* Develop and execute account plans, including strategic account reviews, business reviews, and performance evaluations.
* Monitor market trends, competitor activities, and industry developments to identify potential risks and opportunities within the accounts as a true strategic partner
* Negotiate contracts, pricing, and terms with clients to maximize value and profitability
* Adhere to MEDDPICC sales methodology
* Visit customers on-site as needed
* Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team
* Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services
* Drive new product adoption by presenting value-added services
* Work closely with the Customer Success team to increase and ensure key customer retention
* Normalize product costs and price increases for renewing customers
Other Duties
* Remain current on competitive products, RFP processes and account business objectives
* Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services
* Drive new product adoption by presenting value-added services
* Work closely with the Customer Success team to increase and ensure key customer retention
* Normalize product costs and price increases for renewing customers
* Other duties as assigned
Qualifications
* Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.
* Minimum of 10 years experience in SAAS sales with strategic ENT accounts included in managed book of business
* Proven track record of successfully managing large enterprise accounts (3000 seats and above) and driving revenue growth.
* Strong business acumen with the ability to understand complex business challenges and develop strategic solutions.
* Excellent communication, negotiation, and presentation skills.
* Ability to build rapport and establish trust with clients at all levels of the organization.
* Highly organized with the ability to manage multiple priorities and meet deadlines in a fast-paced environment.
* Willingness to travel domestically and internationally as required.
* Experience responding to RF(x)’s or proposal management is a plus
* Must be capable of working on multiple projects concurrently with minimum supervision
* Demonstrated ability to manage a global account base
* Capable of making detailed presentations to large groups of people
* Have a strong work ethic and is able to drive sales efforts independently
* Able to effectively address challenging questions and provide innovative solutions to complex problems
Seniority level
Director
Employment type
Full-time
Job function
Software Development
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