Director - Strategic Accounts - IT - MEA Market

Director - Strategic Accounts - MEA

ROLE : Director/Sr Director - Strategic accounts - MEA

LOCATION : Dubai (To start with Bangalore)

REPORTING TO : SVP Sales & BD

EXPERIENCE : >=15 Years

BRIEF DESCRIPTION:

Seeking an energetic, empathetic and systematic leader to build strong customer relationships and fuel revenue growth using products and analytics service offerings in strategic accounts. Strategic account includes large accounts with expansion opportunities in multiple countries, business units, brands.

BROAD RESPONSIBILITIES:

Relationships:

- Continuously develop and nurture strong, trust-based relationships with key stakeholders, including C-suite executives and decision-makers across merchandising and marketing products. This includes CMO, CDO, Head eCommerce, Head Customer Analytics, Head of Merchandising, Head of Supply chain, CIO, etc.

- Develop and execute a key stakeholder mapping plan on a quarterly basis. This is critical considering the nature of strategic accounts (Multiple businesses, brands, countries)

Growth:

- Create an annual account plan and organize Qtrly reviews with executives.

- Identify growth (cross-sell/ Upsell) opportunities and manage the entire cycle from lead generation to closure.

- Develop and execute personalised marketing plan on a quarterly basis in partnership with marketing team (demand gen, product marketing)

Strategic Reviews:

- Attend Quarterly business reviews (QBR) along with CSM (Customer Success Manager) and CSA (Customer Success Architect).

- Review QBR content and provide input to create a compelling narrative.

Advocacy:

- Work with CSM, CSA and the client to transform customer to advocate.

- Tangible advocacy artefacts include PR, Case studies, Video testimonials etc.

Escalations:

- As the account director, manage client escalations in conjunction with CSM, CSA and other key stakeholders.

Risks, Commercials & Contracts:

- Monitor and mitigate account risks in conjunction with CSM and CSA

- Review and ensure Contract compliance to prevent revenue leakage and avoid out-of-contract situations.

- Own all Commercials submitted to Client.

METRICS FOR THIS ROLE:

- Growth of Business: e.g. Incremental ACV in form Cross-Sell ACV and large Upsell ACV

- CSAT

- # of Customer advocacy artifacts (Case study, Video testimonial, PR, Analyst reviews etc)

ESSENTIAL QUALIFIERS FOR THIS ROLE:

- Min 15 years of experience. Atleast 5 years of work experience in MEA.

- Proven experience in closing SaaS deals> $150,000 and services deals > $500,000

- Proven experience in handling large accounts in MEA

- Proven experience working with at least five Retail Clients

- Past experience in min two areas (Data management, Customer Analytics, Personalisation, Demand forecasting, Marketing Automation, Supplier Collaboration)

- Has strong executive presence.

- Excellent communicative skills both verbally and in written form.

- Past experience in working in matrix org structure.

- Past experience and/or Strong determination of thriving in chaos.