Role

The Account Director has complete ownership of global revenue growth, end-to-end satisfaction, and reference ability of the customer(s) throughout the entire customer lifecycle. This individual leads Parsable’s cross-functional efforts collaborating across Sales, Implementation, Support, Marketing, Product, and partner management in support of the customer by aligning all parties around a single, clearly articulated 2-3 year account strategy.

To drive success, the Account Director ensures the following critical elements are in place:

• A customer-validated multi-year roadmap,

• An associated account strategy and annual plan; and

• The development and execution of a Parsable governance model aligned with the customer’s needs.

You are ultimately measured by overall account and revenue growth, protecting the customer base, and increasing an account’s NPS over time.

Responsibilities:

• Lead all Sales strategies and tactics for account(s) with the primary focus on revenue and revenue growth.

• Sell multiple engagements at varied customer sites to prove the value of Parsable and earn the right to propose a broader expansion.

• Orchestrate and lead cross-functional integrated planning and execution of the account strategy, incorporating Software, Services, Support/Maintenance, Partners.

• Manage all customer-facing functions, including executive sponsor engagement, HQ strategy visits, workshops, with the goal of increasing customer satisfaction and further solidifying trusted advisor role.

• Complete long-term business strategy planning focused on a Parsable-enabling innovation agenda.

•  Identify and drive co-innovation opportunities; facilitate the movement of opportunities from pipeline to delivery.

•  Develop long term C-level relationships, creating and managing a strong joint governance model, and ensuring that the assigned Parsable executive sponsor is appropriately engaged.

• Produce Integrated Account Planning and ensure Parsable’s footprint is expanded with involvement of all relevant LOB’s and strategic engagement with SI partners.

• Proactively identify and solve customer problems and propose Parsable/partner solutions.

• Leads a virtual team of resources from various LoBs, functions, and geographies.

• Drive revenue growth throughout the customer lifecycle.

• Create barriers to entry for competitors, protecting Parsable’s footprint.

• Secure adoption of and protecting premium support services.

• Leadership around value discovery, value realization and value optimization enabling connection of Value Engineering methodologies and business transformation practices to (Business) Consulting delivery.

Qualifications:

• 6+ years successful, quota achieving Sales and/or Consulting experience with complex business software / IT solutions for Enterprise/SaaS offerings.

• 3+ years deep industry/domain expertise – CPG, Paper and Packaging, Manufacturing, Supply Chain or related industry would be highly desired.

• System Integrator (Accenture, Deloitte, EY, etc) or Business Consulting Management a big plus.

• Experience with long term planning of resources, technology, and account structure.

• Exceptional communication, presentation and organizational skills.

• Understanding software license contracts and delivery of associated services including software/software-related services terms & conditions negotiation.

• Experience with meddpicc or similar sales methodology a bonus.

• Bachelor's Degree or equivalent.