Position Summary
The Strategic Accounts Director is responsible for new sales and attachable services for the entire Waterfield Technologies (WTI) portfolio, including major manufacturers Genesys, Avaya, Microsoft, Five9, Cisco and others. The fundamental and primary objective of WTI sales personnel is to drive high value, recurring revenue transactions. Accordingly, the sale of Waterfield AI services, professional services, managed services and the resale of third-party cloud combined with our intellectual property are preferred and encouraged as part of your summary compensation plan.
Solutions Include:
- 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 as a Service – 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
- Digital Infrastructure – enterprise networking, wi-fi, cybersecurity and data center
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.
Behaviors and Actions:
- 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.
- Deep understanding of selling cloud-based solutions and related services
- 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 sit for long periods of time.
- Lifting: Ability to lift equipment and or tools up to 20 pounds.
If you’re ready to grow your career in an energetic, customer-focused environment, Waterfield may be looking for you!
