Account Director (North America)

Date Added: 28/02/2021

Location: North America - Flexible

Salary: Competitive

Job Reference: NASF21

Department: North America Sales

Compensation & Benefits: Very competitive Package

Location: Remote - ideally major cities in TX, IL, OH or IN

 

The Account Director is responsible for prospecting, establishing and managing durable customer relationships in order to promote and sell the Livingstone Group consulting and managed services offering. (S)he is also responsible to build and maintaining sales pipeline, managing customer renewals and driving new logo / new business opportunities into a complex enterprise sale cycle from start to finish. This includes engaging and managing with key stakeholders within the Customer and internally within Livingstone Group.   This role will manage Large enterprise customers in US through a consulting sales process to get Livingstone Group become their trusted advisor for software cost optimization and software asset management. 

 

Key responsibilities

Managing existing customers

  • Manage enterprise and global managed service customers (generally > 2,500 employees)
  • Visit regularly all established contacts at customers in order to create a durable client engagement and to identify / close upsell and cross-sell new business opportunities with a focus on managed services
  • Set up and drive executive sponsorship with the head of US sales
  • Working in partnership with the OPS and Delivery teams to ensure customer success
  • Lead the customer managed service renewal process to secure long term annual reoccurring revenues (ARR)
  • Prepare in collaboration with the Delivery Teams and attend quarterly business at customers reviews with a view to showcase Livingstone values
  • Win high- value tactical revenue and addition annual reoccurring revenues (ARR).

 

Winning new logos / new business

  • Manage and close leads generated by Livingstone lead generation engine
  • Prospect and win enterprise prospect accounts and plan for targeted sales activities including prospecting, lead generation and pipeline creation in partnership with marketing teams
  • Win enterprise and global high value net new logo accounts
  • Deliver high value tactical project-based revenue with objective to upselling into annual reoccurring revenue (ARR) managed services.

 

Executing Livingstone Group sales process

  • Ensure a permanent knowledge of the Livingstone Group consulting and managed services offering in order to be able to reflect it effectively when engaging with customers
  • Ensure a perfect knowledge of the Livingstone Group internal sales and delivery process in order to ensure a best in class customer experience from quoting to invoicing
  • Build and maintain sales pipeline in CRM systems provided by Livingstone
  • Accurately forecast sales pipeline in respect to Livingstone Group internal opportunity management guidelines and ensure CRM systems are updated to reflect real time and future position vs targets
  • Actively and positively preparing and participating in sales meetings, deal reviews, account planning and quarterly business review presentations.

 

Behaviour, Experience, knowledge & skills required

  • Proven ability to build and maintain effective client relationships; upholding integrity at all time, doing the right thing for the client and Livingstone
  • Extensive demonstrable experience in selling large enterprise deals to blue-chip companies
  • Significant experience in working co-operatively with others to achieve a common goal and can communicate information in a clear, concise and accurate manner
  • Effectively communicate the value proposition through proposals and presentations
    developing and managing durable relationships with customers
  • Excellent writing ability to articulate value and understanding of contractual hierarchy and processes
  • Excellent demonstrable ability to present and influence credibly and effectively at all levels of the company
  • Significant demonstrable experience approaching blue chip organisations at senior sales level
  • Committed to obtaining results through taking responsibility, demonstrating a positive attitude, energy and ensuring quality is built into work
  • Extensive demonstrable track record in sales execution managing high value deal values
  • Excellent interpersonal and networking skills
  • Extensive experience with “consultative selling” and has knowledge to demonstrate ability around SPIN, MEDDPIC, and Challenger sales methodologies as an example
  • Extensive experience interfacing with all levels within an organisation including C-Level executives, Directors, Managers, technical and project teams
  • Excellent listening and negotiation skills.

Apply For This Role:

 
 
 
 
 
APPLY FOR THIS ROLE

Other Group Opportunities

Licensing Consultant

Date Added: 09/03/2021

Location: UK - Negotiable

Salary: Competitive

Software Developer

Date Added: 07/03/2021

Location: UK - Reading

Salary: Competitive

Data Engineer

Date Added: 01/03/2021

Location: UK - Reading

Salary: Competitive

Licensing Lead

Date Added: 05/03/2021

Location: UK - Negotiable

Salary: Competitive

Licensing Consultant (North America)

Date Added: 17/03/2021

Location: North America - Flexible

Salary: Competitive

Service Engagement Manager (North America)

Date Added: 17/03/2021

Location: North America - Flexible

Salary: Competitive

Commercial Lead - SAP

Date Added: 07/04/2021

Location: Worldwide - Negotiable

Salary: Competitive