About the role
The Account Director (USA) will expand our commercial client-base and be responsible for implementing an effective business development & customer acquisition strategy – including identifying new markets, leads & opportunities and increasing the level of customer engagement to hit a revenue target.
Responsibilities
Implementing the USA sales and business development:
- Work with Director Americas Commercial Sales to implement the sales and business development strategy.
- Maintain a strategic view of the USA customer, partner and competitive landscape
- Drive business growth and expansion into different markets and domestic geographies
- Achieve annual sales target
Undertaking business development & sales activities with key customers and channel partners:
- Identify end-user groups/divisions within the customers
- Identify key contacts in the customer organizations
- Identify key use cases and requirements for the customers
- Qualify customer opportunities.
- Engage with customers to secure product and capability demonstrations for Fivecast
- Engage with customers to secure, monitor, track and review Fivecast product trials
- Engage with customers to secure sales of Fivecast product and capabilities
- Manage the Fivecast USA customer opportunity pipeline, including the development and execution of customer capture plans
- Identify and engage with key customer influencers (eg thought-leaders, professional associations etc) to promote Fivecast in the US law enforcement, national security and defense sectors.
- Build long-term relationships with new and existing customers and partners
- Grow existing customer user base through direct and channel sales
- Provide trustworthy feedback and after-sales support
- Represent Fivecast at conferences as a delegate or exhibitor
- Update the customer relationship management (CRM) system
- Maintain the relevant sales forecast
Thought leadership:
- Working with the marketing team and external consultants to build thought leadership around Fivecast
- Represent Fivecast at conferences as a delegate or exhibitor
Product demonstration and training:
- Maintaining a strong user understanding of Fivecast software and its key features.
- Work with the tradecraft team to provide software demonstrations to potential customers, as required.
Work closely with the Director of Channel in engagement with Fivecast partners
Requirements
- 5 to 7 years' experience selling to the Corporate Security sector
- A proven track-record in enterprise software sales in the Commercial sector
- Excellent communication and stakeholder management skills
- Demonstrated history of over-achieving sales targets and earning 100% club awards
- Bachelor’s Degree. Masters in Business Administration is a plus
Desirable Criteria:
- Current list of contacts in commercial accounts and ability to leverage your network to bring revenue to Fivecast.
- Understanding of application of open-source intelligence and risk assessment
- Understanding of investigation and intelligence practices
