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Director, Strategic Accounts

4 months ago

Dallas, Texas, United States Brain Corp Full time

Brain Corp is a San Diego, California, USA-based AI company creating transformative core technology for the robotics industry. Our purpose is to create autonomous technology that helps the real world work better. Brain's robotic and AI solutions help retailers ensure that the right product is on the right shelf at the right price, in a clean environment. Through the BrainOS Robotics Platform, which powers the largest global fleet of the Autonomous Mobile Robots (AMRs) in operation in commercial public spaces, Brain Corp delivers insightful and efficient automated solutions in both commercial floor cleaning and inventory management, empowering organizations and their employees to achieve more. Brain Corp currently powers more than 30,000 AMRs, representing the largest fleet of its kind in the world. Brain Corp is funded by the SoftBank Vision Fund, Clearbridge, and Qualcomm Ventures.

Position Summary:

The Director, Strategic Accounts is responsible for managing the Brain relationship with assigned key account(s) and maximizing the client's value of the Brain's products and services. A strong candidate has a passion for serving clients, possesses a process engineering mindset, and exhibits a strong aptitude in data/analytics. The key success metrics will be demonstrated ROI from the partnership, strong utilization of Brain robots, gross revenue retention, and supporting revenue expansion opportunities.

This role is expected to manage Brain team member(s) and other internal resources to help the client achieve their business goals. The role is also responsible for strengthening and growing client relationships; strategic accounts have many distinct business functions and Brain solutions can help support many client use cases that may not yet be fully understood.

Essential Job Functions:

  • Create clear strategies and executable work streams that keep Brain at the forefront of client needs.
  • Develop relationships across the customers' organizations, from VP level to operational level.
  • Identify and document customer business goals, priorities, and opportunities and clearly communicate them into Brain's sales, product, marketing, support, and engineering teams.
  • Evangelize Brain's product, services, and value propositions within your accounts; identify new business opportunities and engage the relevant key Brain personnel.
  • Coordinate ongoing programs at the corporate level in cooperation with Product Management, Engineering, Marketing, and Customer Success.
  • Ensure customer satisfaction through great customer experiences and high adoption of value-add products and services, leading to SaaS renewals.
  • Partner with the Customer Success Group and Product Managers to communicate the voice of the customer (VOC) back into Brain products and services.
  • Create and maintain business metrics, notes, and action plans to measure and drive utilization and customer satisfaction in your accounts.

Education and/or Work Experience Requirements:

  • Bachelor's degree in Business, Engineering, or other relevant fields (Master's degree preferred)
  • 8-10 years of client-facing experience in either a customer success or account management role; 5 years of experience working with Walmart, Sam's Club, or another retailer preferred.

Required Knowledge, Skills, Abilities, and Other Characteristics:

  • A self-starter with a proven track record of getting clients to adopt new products and personally ensuring clients' expectations were met.
  • Exceptional problem-solving, strategic, and analytical skills combined with excellent business acumen.
  • A sense of urgency to resolve customer escalations quickly and efficiently.
  • A passion for working with data and technical products to create business value.
  • Strong leadership skills, agile to adjust to other people's needs and achieve impact through others.
  • Proactive, detail oriented, and strong active listening skills to clearly understand customers' problem statements and technical needs.
  • Ability and willingness to learn: Robotics, AI, industry verticals, and new business models
  • Expert level experience with Microsoft and Google G-suite applications.
  • Experience with Salesforce or similar customer relationship management software.
  • Experience with SQL (GCP BigQuery) and BI Tools (Tableau or PowerBI) preferred.
  • Knowledge of Retail Link, Luminate, and other retailer data platforms is a plus.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Essential functions may require maintaining the physical condition necessary for sitting, walking or standing for periods of time; operating a computer and keyboard; use of hands to finger and grasp; talk and hear at normal room levels; visual acuity to determine the accuracy, neatness, and thoroughness of the work assigned or to make general observations of facilities or structures; push or pull up to 20 pounds.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. The noise level in the work environment is usually quiet to moderate. Employees are exposed to the typical office environment with computers, printers and telephones.

Salary Range:

The anticipated salary range is $150,000 to $180,000. The final salary offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and length of experience within the job, type and length of experience within the industry, education, etc.

In addition to base pay, our competitive total rewards package consists of:

  • A discretionary annual target bonus
  • Stock options
  • 401(k) plan with match (no waiting period and immediate vesting)
  • Comprehensive suite of insurance benefits for employees (and their families) to include a variety of medical plan options (including an HSA with employer contribution), dental, vision, life and disability insurance, Employee Assistance Program (EAP), Legal/Identity support plans, pet insurance.
  • Access to Flexible Spending Accounts (Medical and Dependent Care)
  • Generous paid time off including flexible vacation, Paid Sick Leave, time off for volunteering in the community, 10 paid company holidays, and a winter company shutdown