Account Director

Overview

Account Director, UK

Location: Remote, UK (Ideally London/Manchester)

Employment Type: Full-Time

Summary

The Account Director is responsible for the sale of One Stream SaaS solutions within a specified territory. One Stream is looking for an experienced, proactive sales professional to manage and grow existing customer relationships through subscription renewals and expansion, uplifts and cross-selling of additional solutions. The role will be responsible for strategic planning and account management across a designated sales territory and will be expected to take full ownership within this territory.

Account Directors are to successfully retain and grow the existing solution footprint and meet and ideally exceed assigned quota. The ideal candidate will have a strong understanding of SaaS sales and a proven track record in sales within an existing account base.

• Opportunity Identification: Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and One Stream’s value proposition.
• Upselling and Cross-Selling: Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-sell opportunities.
• Internal Reporting: CRM knowledge transfer, sales pipeline management, and proposal preparation.
• Self-Sourced Pipeline: Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Be Business Partner to your Customers: Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for One Stream. This is executed by developing a thorough understanding of your customers' position in the market, their product/service, points of difference and competitive landscape.
• Position One Stream: Articulately and effectively convey the One Stream value proposition via written, virtual and in-person presentations, by leveraging custom business cases, marketing assets and customer success stories.
• Enable your Customer Champions: Prepare joint business cases that align prospects and customers’ business objectives with One Stream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation. Achieve sales targets.
• Develop and execute business plans to achieve sales targets.
• Accurately track and forecast sales opportunities.
• Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
• Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.
• Assess prospects and customers’ needs for One Stream offerings via research, discovery sessions and solution demonstrations.
• Prepare joint business cases that align prospects and customers’ business objectives with One Stream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation.
• Prepare proposals and SaaS agreements to prospects and customers to drive sales.
• Identify opportunities for One Stream use case expansion within customer accounts to drive additional revenue.
• Develop comprehensive proposals in response to client and prospect requests.
• Actively role model sales professionalism, may engage as a coach and mentor across the Sales teams.

• Minimum 5-10 years’ experience as a sales manager, sales representative or a related occupation specifically in B2B selling across the Enterprise accounts.
• Proven track record in hitting quota and retention targets.
• Organized, detail-oriented with the ability to prioritize and respond quickly.
• Negotiation skills as it relates to renewals, upsell, cross-selling and additional solution add-ons.
• Highly proficient in MS Office Suite, and CRM systems.
• Experience working in a consultative capacity with…