Account Director

BitVoyant produces business and network intelligence, enabling companies? to intimately understand their interactions and risks in real-time and at Internet scale. We?re growing our analysis team to create, enrich, and mine this intelligence for insights that matter to our customers.
Position Description
Reporting to the VP of Sales, the Account Director will be the primary point of coordination for developing new customer relationships and managing the customer lifecycle. The Account Director is expected to establish business relationships in order to align with BitVoyant?s strategic business goals and objectives as defined by sales leadership. This role is accountable for developing and executing a strategic account plans, managing and growing a pipeline with accurate revenue projections and close dates, and for tracking progress against KPIs which include business growth, customer satisfaction/loyalty & team leadership.
Overall Corporate Relationship & Outcome Management
? The AD will be responsible for setting account strategy and will conduct account business reviews, internally with leadership and externally with customers.
? The AD is responsible for influencing and cultivating relationships with key decision makers at all corporate levels including C-suite, in order to create strong and long-term relationships viewed as strategic by each customer.
? The AD is responsible for engaging the appropriate internal resources necessary to execute each account business plan.
? The AD will ensure delivery of customer value and expectations through recurring business reviews (QBRs) managing across the customers? lifecycle.
? The AD is responsible to help drive financial growth and is therefore expected to be aware of costs associated with the sales cycle and customer on-boarding.
Market /Customer Knowledge
? The successful candidate must demonstrate an understanding of the cyber security/intelligence environment, key market segments, and industry market trends.
? He or she must be able to leverage their strong understanding of customer business models to connect BitVoyant competencies with customer needs.
? The candidate must have a proven and successful understanding of contract negotiation and be able to navigate complexities associated with legal, compliance and contracting language.
? The AD is expected to engage in industry associations and meetings to acquire knowledge and identify relevant business opportunities.
? The AD is required to develop a thorough knowledge and understanding of customer needs and engages multifunctional resources, internally and within the customer organization, to effectively manage the relationship, drive revenue & customer satisfaction.
Strategic Account & Opportunity Planning
? Engages the customer in a joint business planning process to achieve enterprise wide goals.
? Delivers integrated business strategies with customers to achieve business objectives.
? Prepares & leads quarterly business reviews to address performance, strategies and activities of the stakeholders and our company.
? Negotiates effectively with customers on contracting, priorities, timelines and progress.
Experience
? Experience working in a cyber security/intelligence environment and strong knowledge of US cyber security industry, including start-up companies and established players is preferred.
? Strong track record of business success/driving results.
? Proven record of exceeding quota goals.
? Experience in long-term relationship management.
? Demonstrated experience in successfully developing, leading and executing business plans.
? Demonstrated effective leadership of a cross-functional team where no direct lines of authority exist.
? Demonstrated ability to negotiate complex sales agreements and ability to navigate complex procurement processes.
? Proactively implements value to exceed customer expectations.
? Experience in thinking strategically across complex portfolio.
? Strong financial and analytical skills and comprehension of market trending.
? Excellent planning, organizational and project management skills
? Excellent forecasting and funnel management abilities.
? Excellent communication and influencing skills ? verbal, written and presentations.
Qualifications
? Bachelor degree required, graduate degree preferred.
? Minimum 10 years successful solution sales experience.
? Minimum 5 years of enterprise account management experience.
? Proven ability to engage, build relationships and generate new revenue.
? Solution and consultative selling experience required.
? Complex matrix organizational experience.
? Influencing people without authority.
? Ability to travel 33% of time. babd4b0818e1450f842f1c019df2387c

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