The Global Accounts Director will work closely with key account management and support resources in order to drive client satisfaction, performance and growth in potential direct-supervisory and matrix leadership roles. The position will support key major global accounts for First Advantage.
Key Accountabilities & Responsibilities:
Accountable for the maintenance, growth and increased profitability and loyalty of existing business, and the strategic direction of assigned accounts. Aggressively expands revenue, market share and potential of key clients. Will also include infrequent sales leadership for strategic new logo sales.
Serves as the “go-to” and single point-of-contact for assigned accounts including ownership of the delivery and performance of services, upsell-cross-sell initiatives, quarterly business reports, etc.
Solidify, build and expand client relationships through the development and presentation of strategies, value propositions and deliverables.
Directs strategic, client specific initiatives, which deliver ''value added'' services through the execution of client specific business plans. Develops an overall value proposition and business case that integrates all aspects of the business and is effectively branded and communicated.
Defines, develops and owns the global account strategy for assigned clients including relationship, metrics, financial objectives, technical product evaluations and demonstrations, and management of account support teams.
Interfaces at the highest level within assigned accounts to develop a commercial strategy that delivers sustainable growth for all FADV products. Lead development and expansion strategies through a discovery process based on probing questions, preempting resistance and communicating a compelling business case.
Coordinates efforts with all functional teams across the company, including regional sales and client care teams, global marketing and vertical marketing, and other support teams. Leverages and optimizes all internal systems, processes and resources to ensure the highest level of product configuration, delivery and client development/service.
Possesses a deep understanding of assigned global account’s organization and the ability to develop credibility and valued relationships with major decision makers, clarify goals, and reach agreements. Assumes a highly consultative role that creates a trusted advisory and partnership.
Tailors specific proposals/offerings to company objectives by working with all stakeholder teams. Creates an effective revenue strategy and effectively manages the process to create the scale of opportunities necessary to meet targets within the existing client base.
Demonstrates an understanding of the qualitative strategies and initiatives of the existing key client and articulates the goals of their company including an understanding of the performance metrics or KPIs that will be used to measure execution success.
Ensures that the First Advantage vision, brand and strategy is communicated, inter-connected, understood and embraced as an enterprise-wide solution and driven from a top-down perspective.
Consistently meets or exceeds revenue growth, client satisfaction, inventory workflow management, and all other business metrics.
Maintains, communicates and leverages knowledge of industry benchmarks, trends, data, emerging technologies and innovations as well as competitive information and activities. Maintains up-to-date knowledge of information, privacy policies, legislation and restrictions to ensure successful, compliant operations. Serves as a collaborative, strategic and critical thought leader who generates best-in-class credibility and contributes to an industry leadership position.
Pro-actively creates and champions new ideas, challenges the status quo and influences others through passion, credibility and the presentation of compelling, sustainable and financially/analytically supported business cases.
Periodically leads the sales process for key strategic new customer acquisition efforts.
Successfully navigates and manages complex matrix relationships including close interaction with sales, operations and account teams.
Consultative sales experience in a best-in-class, progressive human capital management, BPO- or technology-based industry. HCM account management experience in technology vertical is preferred. Primary experience in global, enterprise (15,000+ employees) technology verticals. Client-side experience (Corporate Security) with a major technology firm will also be considered.
Track record of building exclusivity, loyalty, expansion, and priority within established client organizations.
Record of generating comprehensive business development plans at an enterprise/global level through on-going client management efforts and the presentation of compelling, complex, consultative and comprehensive solutions.
Ability to lead an insightful discovery process, preempt/overcome objections and champion/communicate the benefits of a highly differentiated and value-added strategies/partnership in a compelling manner.
Strong presentation and negotiation skills including a record of closing of value added services and sales contracts including pricing, terms, conditions and SLAs.
Demonstrated ability to maintain access to and credibility within the C-suite of assigned clients.
High level of drive to results including demonstrated ability to attain quota on a monthly, quarterly and annual basis.
Understanding of global issues and implications including regional nuances and emerging markets.
Intellectual curiosity including the maintenance and knowledge of trends, benchmarks, emerging technologies, competitive activity, market conditions and other relevant data.
Entrepreneurial style with proven ability to thrive in a dynamic, changing environment where a critical key to success is the ability to optimise and leverage limited resources. Includes the ability to manage across regions and timelines. Previous experience in a remote reporting relationship is preferred.
Demonstrated record of success in an environment that requires autonomy, initiative, self-motivation and the ability to navigate ambiguous situations.
Ability and to thrive and excel in a fast-moving, sophisticated and demanding environment.
Willingness/flexibility to travel as required-both domestic and internationally.
BA degree required; MBA or equivalent preferred; bilingual skills preferred.