Account Director/ Existing Business

Role Summary :Centrilogic is seeking an Account Director to join our team of dedicated customer-centric professionals. The role will own a dynamic portfolio of accounts and strategically engage with clients on topics ranging from account management, renewals, strategic solution guidance, technology roadmap planning, and future state cloud and digital strategies .The role will be ultimately accountable to help clients maximize business value and usage of Centrilogic products and solutions while ensuring a high quality client experience .The ideal candidate is motivated by helping clients with technology planning and problem-solving, and making a direct impact on client business operations as well as on evolving internal Centrilogic methods and procedures .The role requires strong client facing capabilities (10+ years), and a mix of relationship management, business development, transformational planning, and an understanding of cloud/digital capabilities. The candidate will bring a mindset of endto-end account ownership with the ability to influence internal partners to advocate for client needs and enhance services and solutions to meet client outcomes .Experience with one or more of the following is a plus: cloud infrastructure, application, data and digital / IT transformation consultin gReporting to the VP of Sales, Existing Business, the role will work regularly with Operational and Delivery teams, Project Management, Marketing, and Solution / Practice Leadership, well as the Centrilogic ELT on account planning for top accounts .Account Director role levels will vary dependent on portfolio size and expansion target

s Duties and Responsibilities : Account Expansi onDevelop, manage and generate expansion revenue through strategic cross-sell, upsell, and multi-product sales for existing installed base accoun tsPlan and map out expansion plans per account using whitespace analys isWork with solution and practice leadership to problem-solve internal gaps with strategic solutio nsBring a sales engineering mindset to coordinate internal technical and solution development tea msOwn client sales proposals and presentations, as well as negotiate and contra ctManage CRM opportunities from development, qualify, propose to close pha seContribute to account-based marketing initiatives to support expansi

on Deal Leaders hipManage complex, large, often bespoke and multi-product bids, including proposal decks, presentations, RFPs, and SOWs with support from pre-sales. This may include complex renewa ls.Lead engagement of key partnerships to support deals (Microsoft, AWS, Oracle), with support from Partnership and Vendor Management functi onsPrepare Centrilogic executives for key meetings including developing materials and account strateg iesApply understanding of financials to engineer pricing models to support de alsHas a broad understanding of competitive positioning and competitor strategies to support deal development and negotiat

ion Strategic Account Manage mentOwn a portfolio of complex, enterprise and high-touch accounts (typically between $1M-$4M in annual revenue per acco unt)Build deep and wide relationships and develop engagement strategy for top strategic acco untsUnderstand client’s short- and long-term business goals and develop account plans that include an understanding of their business outcomes and our roadmap to achieve them with Centrilogic solut ionsProvide trusted advice to clients on services they should retain, expand, or change to maximize business v alueManage regular cadence of business reviews to review achievement of outcomes, account health, key client milestones, proactively discuss risks and future opportuni tiesEnsure regular meetings with clients and engagement activities (including social events) to foster relationships and understand client n eedsManage and lead the activities for customer renewals including renewal offer development (bundles, discounts, add-on’s), renewal margin analysis with Finance, and negotiation & contrac tingProactively manage all areas of account health and risks (operational, financial, relationship, project). Provide direction and oversight to internal teams to address r isksEnsure that customer deliverables are documented clearly and have executed contracts that provide the scope of services adjusting through addendums and change orders as requ

ired Advisory and Relationship Manag ementProactively seek out ways to create more value for clients through increased engagement, efficiencies, and relationship bui ldingLead discovery sessions with client executives, facilitate workshops that address technology solutions to meet critical business needs; gather additional strategic client insights through curated interac tionsComfortable with developing custom plans and high level roadmaps for clients to deploy our services and achieve their out comesCoordinate both formal and ad-hoc feedback mechanisms to obtain input from clients at key milestones in their journey and ensure overall client satisfa ctionBring best practices, expertise and resources related to industry trends; maintain a high level of industry knowledge and attend industry conferences (Microsoft, AWS, etc.) to remain on top of key t rendsEnsure reference-ability of customer including case studies and testimo

nials Requirem ents: Role levels vary, the highest of which will require managing $10M+ in annual revenue and achieving growth targets of $1M+ an nuallyConsultative advisory ski ll setProject management and change management disc iplineExcellent client relationship management skills at senior leadership and operational management levelsAbility to work effectively at the Executive level with both small and enterprise organiz ationsExceptional organizational skills with the ability to handle high levels of workload, delegate and influence internal stakeholders, and ability to mult itask.Strong commercial, quantitative and analyzing skills with the ability to deliver revenue and profit growth initiative and influence business st rategyDriven and resourceful with high levels of attention to details and quality co ntrol.Strong business acumen and able to look at strategic and long-term consequences of a ctionsTravel to customer sites as required from time t

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