Account Director - Leeds, United Kingdom - Solutionpath

Description

Job Description

Company Overview

Founded and grown by people with a genuine belief in helping people thrive in higher education, Solutionpath develops technologies which help institutions understand engagement, improve retention, and make a meaningful difference in the lives of their students.

The company has grown organically, developing an increasingly mature product, and finding enthusiasm and market appreciation for the technology and expertise we bring to our customers. We are a close-knit team with a relaxed and informal nature, and we're trying to build a company culture of kindness, shared responsibility, and ownership.

We want everyone to have a voice and a say in how we further improve and grow, and we're going through a period of transition to help us focus more effectively and sustainably on products and customers. We want everyone to have the tools, time, and support to play a part in that, and we're reshaping the company to make that a reality.

Opportunity

You will join the commercial team to provide senior level account governance and strategic oversight in a number of key customer accounts. This is a senior position that will require you to work closely with and provide leadership across the entire SP organisation to ensure we deliver a consistent level of service to our key customers.

You will seek to gain a level of intimacy with the customers processes and practice (and domain knowledge) to enable you to act in the capacity of a "trusted advisor" to the customer, helping them gain a demonstrable RoI from their investment and to identify upsell opportunities for your colleagues in Professional Services.

You will collaborate with your colleagues within the virtual account team and the broader business to develop and maintain robust, and customer collaborative account plans.

The role will be split equally between customer advocacy, relationship management and new business sales in existing accounts.

Salary

• £50,000-£65,000 with an OTE of up to £95,000

Duties & Responsibilities

These are the tasks you undertake on a regular basis which make up your job role to deliver the company goals.

• Create and maintain a strategic account plan with each customer to incorporate,
• A clear set of success metrics that reflect the customers primary objectives and business architectures.
• Demonstrate clear alignment with the universities core polices and initiatives of relevance to the ensure the successful rollout and adoption of the StREAM platform.
• Act as a template for ensuring we have sufficient intimacy and alignment with the various stake holders across the customer org chart.
• Provide the basis on which you will engage your colleagues and wider eco- system to the best effect within your customer accounts.
• Report on the status and health of the account at any given time to enable the business to manage the risk for customer attrition and forecast accurately.
• You will work with colleagues in the virtual account team that comprises of service desk, professional services (PS) & marketing personnel and across the business in creating and maintaining your customer qualified account plans.
• Manage and maintain the day-to-day interactions with customers to act in the capacity of customer advocate, seeking to resolve outstanding issues for the customers as appropriate.
• Work across the customer base to understand the business processes, workflows and use cases that could be enhanced by the utilization of the StREAM platform with the view to driving broad adoption across the customer base.
• Work with the PS organization (including consulting and education services) to find opportunities to promote their services into the customer accounts.
• Work with partners and 3rd parties as appropriate to provide our customers with innovative and outcomes-oriented solutions and support.
• Develop and maintain a good working knowledge of the HE sector in the UK.
• Hold periodic update meetings with senior stake holders in a select number of customers accounts.
• Responsibility for organising and governing demand generation activities within faculties and schools where adoption is low for StREAM, working in conjunction with colleagues to drive up utilisation.
• Market and sell the benefits of Data Foundry into the existing account base at a faculty and school level, retiring customers service hours and generating incremental revenue streams.
• Maintain a financial forecast and report on a bi-monthly basis to your line manager.
• Attend events and customer meetings as appropriate.

Essential

• Proven demonstrable experience in a similar senior account governance & sales role.
• Experience in developing profitable customer contracts.
• Strong understanding of the sales process and account management function.
• Ability to work as part of a team and manage relationships within a diverse team.
• An entrepreneurial mindset with good organisational skills.
• Analytical abilities and problem-solving skills.
• Excellent communication and public speaking skills.

Desirable

• Msc/MBA
• Track record of selling into the education, preferably the Higher Education sector