Director of Sales and Account Management

2 days ago

Seattle, Washington, United States Pivotal Consulting LLC Full time
About the Role

The Director of Sales and Account Management is responsible for maintaining overall sales and account management responsibility for all Pivotal business lines. This position is accountable for managing Business Development Executives, Account Managers, and Account Leads.

Key Responsibilities
  • Develops sales strategy, account plans, including short / long term goals & objectives, and establish methods of accomplishing objectives
  • Participates in the development of account and sales goals for the Company
  • Accountable for overall client satisfaction – performance of account(s) and quality of delivery
  • Responsible for sales operations
  • Works with Accounts team to create client account plans and execute sales responsibilities
  • Conducts weekly sales/pipeline meetings and quarterly sales meetings which are focused on hitting annual sales goals
  • Overall accountability from sales cycle through delivery and invoicing
  • Responsible for developing Accounts team by providing sales training and coaching
  • Develops and maintains business relationships with clients, partners, and prospects
  • Identifies competitors and facilitates planning to retain market share
  • Determines compensation structure, salary, commission, bonus, and performs performance reviews for Account Managers and Account Leads
  • Promotes Pivotal within a given region and community by attending various industry or functional meetings, forums, panels, discussions, etc. and manages appropriate staff to participate
Requirements
  • Master's Degree in Business Administration, related field or equivalent work experience and practical knowledge
  • 10+ years of sales experience, including managing sales / account teams, people management (salary and performance reviews)
  • 5 years of experience within the professional services / consulting industry
  • Proven track record in account management / business development roles selling technology solutions consulting services and demonstrate a consistent ability to exceed sales targets on a YOY basis
  • 5 years of experience selling in any of the following industries: retail, technology, non-profit, and / or financial services
  • Extensive problem solving and decision-making skills
  • Must be able to communicate effectively and tactfully with all levels of an organization
  • Excellent understanding of related account's industry and key business drivers
  • Experience turning around difficult situations
  • Comprehensive understanding of targeted industry business environments, issues, and the trends affecting technology spend
  • Outstanding written and verbal skills coupled with strong presentation skills
  • Possess the drive and energy to mature within a dynamic, growing organization
Success Measurements
  • Achieve objectives set in annual company and account plans
  • Meet revenue, profit, and margin targets
  • Client satisfaction rating from clients on account as a whole, based on client satisfaction surveys (NPS)
  • Staff satisfaction ratings, based on employee surveys (eNPS)
  • Retention rate for group of direct reports (Account Managers and Account Leads)
About Pivotal Consulting LLC

We believe our strength comes from our differences, and as a Certified Minority-Owned Business (MBE) and a majority women-led firm, we are committed to fostering and promoting a culture of diversity and inclusion.

We believe our team and our community are our greatest assets and we strive to promote both daily.

From providing our employees the time to pursue company-sponsored certifications, to supporting and partnering with multiple non-profit organizations brought forth by our employees (such as Food Lifeline, United Way, and the Seattle Humane Society), we are proud to support both our fellow Pivotalites and the causes close to their hearts.

We are anchored and driven by our Four Core Values:

  • Be Engaged – We are present, committed, and accountable to our clients and to each other
  • Consistently Deliver – We are dedicated and reliable by consistently delivering excellence
  • Always Better – We continuously evolve, inspired to drive beyond the everyday norm
  • Do Happy – Be passionate and bring fun and creativity into everything you do
Inclusion & Equal Opportunity Employment

We are an equal opportunity employer committed to Diversity, Inclusion & Belonging. Individuals seeking employment at Pivotal Consulting are considered without regard to any protected category including but not limited to, race, color, religion, national origin, age, sex, marital status, ancestry, disability, veteran status, gender identity or sexual orientation.

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