Strategic Enterprise Client Director

3 weeks ago

Washington, United States FeatureSpace Full time

The Opportunity

As our Strategic Enterprise Client Director you will help us achieve our goals to be a partner vendor to our customers and provide world class solutions and services by:

* Delivering the yearly revenue target and overall growth plan for your portfolio of accounts and the broader team
* Ensuring each account, including those managed by your team, attains the revenue expectations set
* Guaranteeing client satisfaction targets are met across all accounts within your purview
* Ensure Salesforce is accurate and updated for your portfolio of accounts and that your team are also updated
* Developing the account strategy, planning, and management of the account team to meet the mutual business goals of the client and Featurespace
* Overseeing the overall revenue forecast for your clients and facilitating accurate forecasting within your team on a monthly, quarterly and annual basis
* Being the expert in the client's business for Featurespace and a top-level business expert in the fraud/risk market, offering insights and top-level direction to both clients and your team members
* Operating at the strategic level, internally and externally, orchestrating the engagement between clients and Featurespace, and building strong relationships in the clients C-Suite and senior management of the business units we do/aspire to do business with
* Ensuring timely renewal of client contracts within your portfolio of accounts and guiding your team in managing renewal processes effectively

The primary client you will be supporting is in the Washington DC metro area, and you will therefore be expected to be available on-site with the client multiple days each week. Thus, ideally you will be within a commutable distance of the DC area.

Day to Day

* Full commercial responsibility (P&L) for Professional Services to existing customers, focusing on Tier 1 customers within your portfolio and those managed by your team
* Understand customers' business and overall strategy and providing strategic thinking and advisory to help them build out their roadmap, both individually for your accounts and guiding your team in doing the same
* Act as and be seen as a thought leader in the industry on various topics such as fraud, risk and payments, representing Featurespace at conferences, webinars, round tables, and advisory sessions for customers, as well as guiding your team in thought leadership initiatives
* Forecast to the business on Expansion / Professional Services opportunities pipeline, revenue forecast, and potential risk across your portfolio and those managed by your team
* Oversee the client experience to ensure quality and best practice across all accounts, providing guidance and support to your team in maintaining high standards
* Engage and operating at the C-Suite level within the accounts within your portfolio and those managed by your team, while also mentoring team members in developing similar relationships
* Coordinate and collaborate with internal teams to ensure customer needs are met during initial implementation and future projects, and new opportunities are accurately scoped, resourced, delivered, and billed, both within your accounts and those managed by your team
* Work with the team to coordinate client risk assessments and compliance reviews on assigned accounts within your portfolio and those managed by your team, ensuring timely resolution
* Collaborate with the wider business, creating and executing strategic account plans for assigned accounts, and guiding your team in doing the same

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About you

Must haves:

* Experience managing and negotiating with C-level commercial and technical stakeholders within complex, global accounts, both individually and through guiding your team
* Extensive domain expertise in areas such as fraud, financial crime, payment and risk, and the ability to impart this knowledge effectively to your team
* Experience creating and selling, scoping, resourcing, and overseeing the delivery of Xcross Sell, Professional Services and Analytics packages, both independently and by mentoring your team
* Extensive Fraud, Payments and Banking industry knowledge, with the ability to educate and guide your team in understanding industry dynamics
* Bachelor's degree (or equivalent) or significant relevant experience required
* Exceptional relationship-building skills: active listening, warm and friendly but firm and decisive, a proactive 'go-getter'
* Strong commercial acumen; a skilled negotiator, capable of closing large opportunities and navigating legal and contractual requirements, while also coaching your team in negotiation techniques
* Inspirational presentation and communication skills (verbal and written), with the ability to train and mentor your team in effective communication
* Adaptable to change and embracing of fast-paced environments, modelling resilience and agility for your team
* Ability to navigate and understand complex projects and translate them to the customer where appropriate, while also guiding your team
* Coachability and willingness to support others, fostering a culture of continuous improvement within your team
* Demonstrate full competence navigating and connecting ARIC and Featurespace to customer requirements and/or possess extensive industry experience e.g., fraud, risk management, financial services, and imparting this knowledge to your team
* Flexibility to travel as required, both individually and by guiding your team in travel requirements

Equal Opportunities

Here at Featurespace we are committed to being a place of equality, inclusion and respect to provide a safe environment for you to bring your authentic self to work. We know that we gain as much strength from our differences as we do our similarities. We value diversity and are dedicated to listening and learning from each other to build and maintain a positive and productive culture. We appreciate this will be an ever-evolving focus for the business to ensure everyone feels supported and has a sense of belonging.

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