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Senior Account Director

3 months ago

Richmond, Virginia, United States Phase2 Technology Full time
Why Phase2?
Our remote-first employees join and stay at Phase2 to

be a force .

In pursuit of digital experience that advances the human experience, you will do your best work, live fully, and succeed as a team.

We are a digital agency rooted in technology, passionate about customer experience, and grounded in data and insights. We guide industry-leading companies to what's next in their digital landscape. In short, we make digital products that inspire, engage, and create impact.

As a Senior Account Director at Phase2, you will drive revenue growth and foster customer-centric relationships that balance Phase2's business objectives within your accounts.

Your responsibilities include proactively engaging with clients through regular check-ins, planning discussions, and Quarterly Business Reviews (QBRs) while ensuring alignment with cross-functional teams to articulate a compelling vision for each account.

You will oversee the account development process, crafting strategic account plans and setting clear revenue targets on a monthly, quarterly, and annual basis.

Leveraging your expertise, you will identify and nurture new opportunities within your accounts, driving revenue growth and exceeding targets.

Additionally, you will lead efforts to expand beyond existing client contacts inside of large organizations through targeted outreach campaigns and the development of compelling proposals, presentations, and pitches.

Collaborating with colleagues inside of your portfolio and throughout the agency, you will ensure a holistic approach to business development and client satisfaction, leveraging the right experts at the opportune moment to maximize our chances of success.


This position reports to:
Managing Director
Target Salary: 140k + quarterly commissions
Job Responsibilities
Cultivate robust client relationships through consistent outreach, including check-ins, planning discussions, and QBRs. Ensure Phase2 teams understand client business objectives, goals, and success metrics to align organizational strategies.
Enthusiastically lead proposal creation, presentations, and pitches, collaborating with and incorporating input from relevant stakeholders. Deliver compelling presentations that position Phase2 for success in securing new work and expanding relationships.
Responsible for leading account development initiatives in collaboration with portfolio leads. This includes strategic planning, goal setting, and defining KPIs and targets.

Proactively expand our relationships inside of accounts by originating and closing new opportunities within existing accounts to fuel revenue growth.

Engage in soliciting in-account referrals, pursuing co-marketing opportunities, and actively participating in key industry events to foster client connections.
Enhance Phase2's executive-level visibility, ensuring strong connections with key decision-makers and budget holders. Facilitate the involvement of Phase2 executives as needed to foster growth and ensure client retention.

Manage contract negotiations, draft statements of work, and collaborate with key Phase2 personnel and external resources for account growth activities.

Serve as a pivotal escalation point for revenue-impacting and client satisfaction matters within the assigned accounts.

Collaborate with, or as directed by, the Managing Director to support pitches, proposal inputs, or client conversations for new agency pursuits.

Forge robust partnerships with Phase2's official partners and external organizations to drive mutual growth. Collaborate with Phase2 official partners to identify shared opportunities and develop strategies to leverage strengths effectively.
Document account success stories in collaboration with clients, and effectively communicate progress to leadership. Collaborate with marketing and sales teams to develop case studies and materials promoting brand awareness and growth.
Actively maintain account plans, revenue forecasts, and opportunity records in Salesforce.
Remain informed about digital technology and industry trends, conducting research on client industries. Leverage expertise in dynamic enterprise account ecosystems to position Phase2 for sustained success.
Actively contribute to achieving company-wide annual goals and quarterly initiatives.

Travel as required (15%-20%) to nurture relationships, engage in client activities, and attend key events to enhance lead generation efforts.

Minimum Qualifications
12+ years of experience leading account growth initiatives.
6+ years of experience working in a digital agency.
[implied through above bullets]
Proven ability to build a pipeline of Account Qualified Leads, originate opportunities, qualify, and close new business. Must have experience meeting individual targets in the $7M+ range.
Proven track record of originating and selling deals within accounts as an individual contributor.
Demonstrated success in creatively leveraging internal resources to drive and complete the entire sales cycle efficiently.

Excellent communication and interpersonal skills, coupled with the ability to communicate effectively and navigate challenges by employing analytical thinking and problem-solving methodologies.

Ability to collaborate effectively with cross-functional and matrixed teams.
Expert at contract negotiation and statement of work drafting.
Proficiency in Salesforce or similar CRM software.
Must be able to travel (15%- 20%)
Bachelor's Degree or equivalent required, preferably in a business or technical field.
Preferred Qualifications
Product management, business development, account development, and/or consulting background a plus
Understanding of the healthcare landscape and prior experience working within heavily siloed organizations
Service engagement contracting experience
Experience with iterative application development using agile and waterfall methodologies is a plus
Knowledge of common web-based applications including digital experience platforms (DXP), hosting, marketing automation tools, contact relationship management, and online portal solutions
Advancement Criteria
Phase2 is committed to transparency for career advancement.

Eligibility for advancement is dependent on:
Performance Management evaluation history indicating strong performance and exceeding expectations of current role;
Consistent demonstration of successfully executing the minimum qualifications of the next level
Endorsement from senior leadership and peers
The typical advancement path is to Account Portfolio Manager.
Environment
Physical Demands
Frequently remain in a stationary position, often standing or sitting for prolonged periods of time.
Occasional adjusting or moving of light objects up to 20 pounds in all directions.
Continuous communication on live video chats, calls, and through emails and messaging platforms to exchange information.
Continuous repetitive movements that may include the wrists, hands, and/or fingers.
Travel (approx. 15% - 20%) when required.
Mental Demands
Comprehension - Must continuously be able to understand direction and adhere to established procedures. Must also be able to gather information from clients and employees and synthesize this information in a meaningful way. May also be responsible for making improvements or recommendations to existing procedures.

Organization - Must continuously be able to gather and classify information, store information learned from conversations and communications, and then be and be able to quickly recall, interpret, and explain information.

Reasoning and Decision Making - Must continuously use logic to analyze and interpret information, and prioritize.
Communication - Must continuously express or exchange ideas and meaning with employees and clients.
Resilience - Must continuously adapt well in the face of workplace stressors.
Working at Phase2
At Phase2, we want you to be a force.

Not for just one thing, but for your thing:
the intersection of your expertise and your passion. And we will help you achieve it.
You are not just your expertise. You are a whole and complete story, and we invite all of it. We live fully with dynamic careers because we know that your best self is your whole self.

That means we build authentic relationships with each other, there is no hidden home life, your schedule is your own, and the quirks that define you are storied.

Our formula for impact weaves together our brains and our spirits. We enchant with logic and lead with courage.

We are questioners, nerds, and inventors — logicians at heart who meet challenges with curiosity and a "what's next" spirit.

When we work as one, we are potent and powerful. We succeed together.

Your team will give you the autonomy you want and will always challenge, support, and advocate for you — and together you will achieve more than you ever could alone.

We live our passion — ignite change and share it with the world.
Learn more about all that we offer to help you succeed and live a full life.

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