Director, Major Account Management

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

📋 Description

• Accountable for achieving specific quotas related to Total Contract Value and developing account strategies for potential accounts valued at $5-10M.

• Formulate account strategies and work in collaboration with virtual teams on strategic planning and transaction execution, fostering optimal conditions for customer satisfaction.

• Develop and execute quarterly and annual strategic plans and reports as stipulated by customer contracts.

• Provide pertinent indicators, actionable insights, and recommendations on targeted initiatives and expected outcomes.

• Communicate our value proposition and stimulate new projects through events, effective marketing strategies, negotiation, financial analysis, business process consulting, and automation.

• Drive revenue growth and ensure account optimization by identifying new project opportunities and additional service offerings.

• Serve as the primary point of contact and business consultant for the customer’s Chief Procurement Officer and/or their leadership throughout the duration of the account.

• Cultivate robust relationships at the executive level, including SVP, Chief Customer Officer, CEO, and Chief Product Officer, to articulate the needs and strategic goals of our most significant customers.

• Proactively enhance state and local government-based cooperative programs that contribute to TRX and FOP revenues.

• Build strong relationships with local government users registered in our TRX customer solutions.

• Collaborate with Marketing and Supplier Success teams to create cooperative purchasing marketing and contract promotion initiatives.

• Act as an intermediary between suppliers and government customers.

• Effectively work with and manage distributed teams that may or may not report directly to you.

• Balance the delivery of the company’s strategic goals with advocating for the customer.

• Create and present to key customer contacts and stakeholders to enhance their understanding of our product offerings.

• Enhance customer satisfaction through clear, responsive, and empathetic communication, demonstrating the value of our products and services.

• Collaborate closely with Product, Services, Customer Experience, and other internal SOVRA teams to ensure seamless service delivery for the customer during the implementation process and throughout the relationship.

• Oversee, negotiate, and execute customer contracts, amendments, and renewals.

• Supervise, manage, mentor, and support the customer team to ensure adherence to best practices for achieving targets and objectives.

• Establish and assess annual performance goals for the customer team, including regular reviews and exploration of each team member’s potential.

⛳️ Requirements

• Possess a bachelor’s degree or equivalent in business management, marketing, organizational behavior, computer science, or related fields.

• Have a minimum of 10 years in sales or account management within the IT sector, ideally with an enterprise software solutions provider for governmental entities, and/or 10 years in state or large local government leadership.

• Demonstrate experience in functional leadership.

• Required: Must be authorized to work in the USA—unfortunately, we cannot sponsor work visas or transfers at this time.

🏝️ Benefits

• Health insurance

• Retirement plans

• Paid time off

• Flexible work arrangements

• Professional development opportunities