Strategic Account Director
3 weeks ago
**HIRING: Strategic Account Director (CA Region)**
**WE ARE HIRING**
The Strategic Account Director is the principal commercial point of contact between SpinifexIT and prospects or clients and Partner organisations for our solutions and services. The Account Director is responsible for navigating and uncovering sales opportunities around the SAP and SuccessFactors HCM and Payroll systems as well as related System Integrators ecosystem within the Regional or Geographic Territory that the SpinifexIT Business Unit Services and the Account Director is responsible for.
As the Account Director, you will be responsible for growing and fostering new business and relationships against target accounts and prospects. A key aspect of the role will involve close engagement with SAP Partners and SAP.
In the role of Account Director -you will have direct accountability for specific growth of new software sales (Licence and subscription agreements) across new and pre existing customers. In addition you will be responsible for fostering deliberate Partner relationships across NA as part of identifying new business opportunities with such partners.
You will play a vital role in maintaining and growing the company’s positive reputation in the marketplace by actively managing and fostering strong relationships with customers and partners. You will be considered a thought leader within the Customer and Partner community as it relates to the strategic value of the SpinifexIT Solutions in alignment to SAP’s future HCM Solution directions.
**Reports to**
The Account Director directly reports to the Chief Executive Officer - North America.
**Key Results Areas**
- Developing Product and Services solution expertise. Develop authoritative and comprehensive knowledge pertaining to SpinifexIT products and services, so as to convey product and service knowledge to customers clearly, precisely, and concisely
- Prospecting and needs analysis/identification, Maintain a database on possible clients and customers, Effectively identifying potential clients and/or customers and Efficiently identifying client or customer needs and propose viable solution(s)
- Coordinating with SpinifexIT solution architects and pre-sales resources and Leading Solutions Demonstrations and presentations to interested or potential customers. Conduct demos and presentations to clients and/or customers effectively highlighting product capabilities and value add in usage.
- Helping Customers build ROI and Business Cases in support of reaching commercial agreement.
- Creating a strategy and plan to move the prospect or customer through to a closure of sale and new business relationship.
- Negotiating profitable agreements with end customers.
- Uncovering prospective clients for SpinifexIT solutions and services and closing commercial agreements with the customer to procure our solutions and services.
- Working with System Integrator and Services Partners who are in a position to influence and drive sales with prospective clients to procure SpinifexIT solutions and Service Offerings.
- To Account Manager existing SpinifexIT customers within a defined territory and uncover new needs which the SpinifexIT solutions address and upsell further solutions and services to the existing customer base in Territory.
- Acting as a commercial leader within SpinifexIT to bring the best of Spinifex It offerings to prospective new and existing customers and partners.
- Handing over new customers to our customer care and success teams to deliver solutions
- Helping ensure the payment to agreement terms by assisting Accounts Receivable function to work with an end customer as the custodian of the commercial relationship with the end customer.
**Key Accountabilities**:
- Accountable for achieving the Strategic Account Director Targets as defined and agreed at the start of each financial year for the year ahead.
- Actively target new sales within existing and new customers and prospects in the Assigned Sales Territory and other territories or new accounts as agreed with the SpinifexIT CEO - NA
- Engagement with existing customers and/or new prospects to uncover needs or priority solution areas to present new SpinifexIT’s solutions and value proposition(s).
- Engagement with existing customers to stay abreast of current solution usage and identify new solution opportunities and consequent consulting service / training opportunities)
- Provide strategic advice to existing customers and/or prospects on the use of our solutions and outlining how our solutions can significantly create efficiencies and costs savings within their SAP HR and Payroll business processes and practices.
- Accountable for the preparation and deliver of timely Software and Consulting Proposals. (Proposals typically involve both Software and Consulting services to ensure deep solution embedment within the customer environment)
- Accountable for all Partner planning and engagement activity with the intenti
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