Director, Strategic Sales Development

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

📋 Description

• Drive growth in strategic accounts and formulate strategies to enhance Acumatica’s footprint within large, intricate organizations.

• Identify opportunities within conglomerates, holding companies, private equity portfolios, multinational enterprises, and other strategic accounts.

• Cultivate relationships with senior executives and decision-makers to discover business opportunities.

• Propel revenue growth, enhance win rates, and foster long-term customer relationships.

• Create repeatable methods to expand Acumatica’s reach across multiple businesses within larger organizations.

• Define the strategy, structure, and operational approach for Strategic Accounts.

• Recruit, mentor, and develop Strategic Account Managers.

• Set clear expectations for account planning, opportunity management, and performance metrics.

• Establish onboarding, training, and best practice frameworks.

• Foster a collaborative team culture across Acumatica and its partner ecosystem.

• Lead strategic customer engagements and manage a targeted portfolio of opportunities.

• Formulate account strategies and win themes for crucial opportunities.

• Navigate opportunities that involve multiple business units, stakeholders, and decision-making processes.

• Lead complex negotiations and coordinate internal and partner resources effectively.

• Act as the executive sponsor for key strategic opportunities and customers.

• Build relationships with Acumatica partners and utilize their industry expertise, implementation capabilities, and customer connections.

• Oversee pipeline development, revenue performance, and forecast accuracy for Strategic Accounts.

• Implement pipeline reviews, deal strategy discussions, and forecasting rhythms.

• Ensure CRM accuracy, opportunity management, and adherence to sales discipline.

• Identify risks and devise mitigation strategies.

• Provide updates and business insights to senior leadership.

• Collaborate with Marketing, Presales, Product, Services, Customer Success, and partner-facing teams.

• Share customer feedback, market insights, and competitive intelligence.

• Develop best practices and scalable strategies for Strategic Accounts and the partner ecosystem.

• Assist in defining the capabilities and resources required to expand the strategic accounts business.

⛳️ Requirements

• Bachelor’s degree in Business, Management, or a related field is required.

• An MBA or advanced degree is preferred.

• Over 7 years of experience in people leadership, managing teams in partner management, account management, or similar roles.

• Experience with complex B2B solutions; ERP experience is highly preferred.

• Extensive expertise in managing and expanding strategic partner relationships.

• Strong skills in planning, forecasting, and accountability.

• Ability to work effectively at the executive level, both internally and with partners.

• Direct sales experience is advantageous.

• Excellent analytical and problem-solving skills.

• Ability to prioritize and execute tasks in a high-pressure, just-in-time environment.

• Capability to adhere to and analyze standards and procedures for workflow and change management.

• Exceptional verbal and written communication skills with domestic and international customers.

• Proven ability to establish rapport and work effectively with customers.

• Ability to collaborate with both technical and non-technical customers on cross-functional projects.

• Work location must be within the United States.

🏝️ Benefits

• Annual bonus.

• Stock options.

• Sales incentives based on revenue or utilization, depending on the specific plan and role.

• Medical, dental, and vision insurance for employees and their dependents.

• Employer-paid short-term and long-term disability coverage.

• Employer-paid basic life insurance coverage.

• 401(k) plan with company match.

• Flexible time off policy.

• Sick and safe leave.

• Opportunities for professional and financial growth.

• Emphasis on work/life balance.