Director, Account Management – Contract

This is a fully remote position, open to applicants in Canada.

📋 Description

• Oversee a portfolio valued between $1-4 Million, managing 6-10 accounts.

• Lead a regional team of Account Managers by establishing strategy, managing performance, and collaboratively defining global processes with the CCO and other leaders.

• Maintain an overview of renewal and upsell opportunities, risks, and forecasts; provide weekly metric reports.

• Hold accountability for regional performance in relation to financial targets.

• Investigate current accounts to evaluate business opportunities for upsell, renewal value, and service revenue.

• Collaborate with designated account teams to develop and uphold account plans; engage relevant colleagues within the organization to address account needs.

• Contribute to marketing and engagement campaigns aimed at existing accounts/customers.

• Manage customer account information, track marketing lead activities, and adhere to relevant processes to document outcomes.

• Utilize domain expertise, understanding, and thought leadership (e.g., disruptive trends) to cultivate and strengthen relationships with influencers and decision-makers in existing accounts.

• Identify and provide suitable coaching and content for customers based on their maturity, aspirations, and business context.

• Lead solution discovery to comprehend client requirements, objectives, and priorities.

• Present the Orgvue platform through team and/or consultative presentations and initiatives.

• Collaborate with existing clients to further develop their communities and facilitate new introductions.

• Work alongside senior management and corporate counsel to negotiate contracts and ensure all follow-up actions lead to signed agreements.

• Maintain a robust upsell, renewal, and services pipeline, and forecast to enhance visibility of both short and long-term prospects using our CRM.

• Achieve agreed monthly, quarterly, and annual performance targets in upsell activities (meetings/demos) and quota fulfillment.

• Partner with internal stakeholders in Customer Experience, Revenue, and R&D to communicate and escalate product challenges and opportunities based on market insights and customer feedback.

• Collaborate closely with the alliance manager and partner teams to assess joint pipeline and potential opportunities, while maintaining an understanding of Orgvue in relation to partner propositions and strategies.

• Assist in developing compelling joint value propositions to stimulate growth in our project business and conversion opportunities.

• When applicable, create joint account plans with strategic partners and identify ways to integrate, enhance, and expand Orgvue usage for both projects and long-term licensing cases.

⛳️ Requirements

• Bachelor’s degree or equivalent experience is required.

• A minimum of 8 years of experience in a customer-facing role.

• Proven track record of consistently exceeding targets and objectives.

• Demonstrates the ability to manage and leverage relationships to obtain business and executive alignment at accounts.

• Exhibits extensive latitude for independent judgment and is capable of traveling and working unsupervised on complex projects.

• Possesses demonstrable knowledge and the ability to discuss Orgvue business domains, particularly in HR technology, organization transformation, organization design, HR processes, and workforce planning.

• Holds demonstrable knowledge of FSI, Healthcare, Energy, FMCG, TMT, or Retail sectors; possesses the business acumen to identify and articulate opportunities.

• Excellent verbal and written communication skills, including the ability to deliver presentations and speak publicly to groups.

🏝️ Benefits

• 25 days of paid vacation.

• Healthcare premiums fully covered by the employer for the majority of plans, including family coverage.

• Employer pension contributions (RRSP) match employee contributions up to 5% of base salary. Employer contributions are also made into the Canada Pension Plan at the annual contribution rate.