Strategic Accounts Director
Position Summary
This role is responsible for new sales delivery for all major WTI brands, including the legacy operating divisions Waterfield Technologies, Blueworx, Altura, VoxGen, Speech-Soft, VOX, and NuEcho. The fundamental and primary objective of WTI sales personnel is to drive high value, recurring revenue transactions. Accordingly, the sale of Waterfield professional services, managed services, and the resale of third-party cloud and premise products are preferred and encouraged as part of your summary compensation plan.
- CX Strategy & Digital Consulting – design and roadmap a customer’s digital transformation
- Omni-Channel Orchestration – create seamless CX across all channels
- Automation & AI – optimize CX with AI, RPA, and machine learning
- Contact Center Software – power customer interactions over voice, chat, SMS text, and social media
- Employee Experience – develop, engage, and empower associates
- Data Analytics – convert data into actionable insights
While revenue type is certainly important, booking these sales in a professional manner, in keeping with approved pricing and economics that allow the company to make money on each transaction, while maintaining and furthering the integrity of the organization is of primary importance.
As a Strategic Accounts Director (“Account Executive” or “AE”), you will conduct high-level conversations with senior executives to understand their business needs and create unique solutions with our technology and services as it relates to their contact-center technology, customer experience, and their operations.
Our AE’s understand how to align with the biggest opportunities within our current and prospective accounts. They are insightful and digitally savvy advocates of the new customer engagement imperatives that represent both threats and opportunities to our customers. At Waterfield, we build solutions for customers that they use to win in the ever more demanding world of increasing expectations in consumer engagement. Relentless relationship developers, our AE’s are the stars with our organization that are advocates for our customer experience and success.
Key Responsibilities:
- Close New Business: Work with Sales Leadership, Solution Engineering, and Business Development to identify, pursue, and close new sales opportunities for Waterfield by building strategic, mutually beneficial relationships between the company and its key customers, to build trust between the two organizations by focusing on value and enabling alignment across the company.
- Manage, Maintain, and Cross-Sell Named Existing Accounts: You will be assigned certain existing customer accounts (see ‘Incentive & Quota Setting’) to manage the renewal and/or renegotiation of their existing contract as well as tasked with identifying, pursuing, and closing cross-sell opportunities.
Evolve Your Sales Approach: Waterfield is an organization focused on selling higher value goods and services to the enterprise contact center market including, as needed, more robust integration of key selling narratives such as the value of cloud technology and the benefits of AI/IVA, CCaaS, and WFM.
Explore New Opportunities Through Strategic Partnerships and Alliances: Your role will be front and center as the voice of Waterfield to key partners and outside alliances. Your responsibility is to find and pursue successful avenues to create mutually beneficial working relationships that ultimately drive new sales for Waterfield.
- Ability to, at any time, clearly articulate and present data driven statistics regarding our sales performance under your governance, our sales expectations for the immediate future and possess and articulate key obstacles or drivers that will influence and contribute to additional sales
- Be an approachable member of the sales team, familiar to and known by all employees of the business.
- Pursue outside sales training and education programs, as you see fit and are interested in, that will enable you to continue to expand and cultivate your selling capabilities.
- Interact professionally with all members of the sales team, providing guidance, ideas, suggestions, and inputs to all functioning areas of the business as you see beneficial and appropriate.
Qualifications:
- Proven experience in strategic account management or a related role within the industry.
- Demonstrated success in growing and managing large, complex strategic accounts.
- Strong business acumen with the ability to understand clients’ industries, challenges, and opportunities.
- Excellent communication and interpersonal skills, including the ability to effectively engage with senior executives.
- Analytical mindset with the ability to interpret data and trends to drive informed decisions.
- Exceptional negotiation and contract management skills.
- Proficiency in using CRM software and other relevant tools.
- Strong leadership and team management experience.
- Willingness to travel as required to meet with clients and attend industry events.
Physical Requirements:
- Sitting: Ability to be able to sit for long periods of time.
- Lifting: Ability to lift equipment and or tools up to 20 pounds.
- Manual dexterity: Hand-eye coordination and manual dexterity to operate equipment and perform tasks such as assembling or disassembling machinery or devices.
- Vision: Normal or corrected vision to work with small parts and/or read schematics or technical manuals.
- Hearing: Normal or corrected hearing to communicate with colleagues or customers.
- Agility: Agile and able to work in tight spaces such as server rooms, data centers or other.
If you’re ready to grow your career in an energetic, customer-focused environment. Waterfield may be looking for you!
Apply Now
Waterfield Tech is proud to be an equal opportunity employer
Waterfield Tech believes that all persons are entitled to equal employment opportunity and does not discriminate against its Employees or applicants because of race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, citizenship status, disability, protected medical condition, military status, genetic information, or any other basis prohibited by applicable federal, state or local law. This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, training, discipline, promotion, transfers, compensation, benefits, leaves of absence, termination, and all other terms and conditions of employment.
