Description
VP, Strategic Accounts
Location: US (Open)
The client is a global group of companies that provide Insights on Demand. They provide a fusion of expertise, best in class technology and community to power on-demand insights, which combines award-winning research consultancy and industry-leading technology to deliver impactful decisions faster, including high-quality research services and is the leading online/mobile panel community provider in mainland China.
We are looking for an exceptionally talented, inquisitive, innovative, and passionate individual to join our newly formed Global Account Strategy leadership team. This role will be instrumental in shaping the way we accelerate business development across Strategic Global Accounts, primarily focused on our assets. This is an exciting opportunity to join a growing team and gain experience interacting with executive stakeholders both internally and externally.
Major Responsibilities:
- Responsible for developing relationships and closing business from a focused list of North American HQ’ed global enterprise accounts. The first-year business development goal will fall between $2M to $3M USD based on candidate’s experience and industry background.
- Understand the strategic account’s business and the critical measures that drive the account
- Responsible for pricing on all projects and rate cards (with coordination when needed from senior executives), creation of and execution on “service level agreements” outlining how we will provide client service, overall profitability of these accounts annually, and the continued acquisition of business from these strategic accounts.
- Uncover new business opportunities within client base. This includes managing various relationships within one account and coordinating internal resources to best service the client needs.
- Develop and maintain client relationships by conducting regular proactive contact campaigns to generate business.
- Work closely with and clearly translate the client’s business objectives to a project team of internal/international technical experts who will implement a technical solution for the client.
- Make sales presentations, writing proposals and providing bids to clients.
- Assist in the design of appropriate research projects to address the marketing issues raised by clients.
- Keep a pulse of the progress of projects and follow up with clients in an effort to develop ongoing relationships and repeat business.
- Responsible for all aspects of account sales planning, including working with internal project managers in managing technical discussions and sales of company services and products to clients.
- Responsible for reporting results to senior management and conducting regular account plans.
- Responsible for managing all outside consultants that specialize in services that are not provided including negotiating pricing and managing overall quality of the consultants’ work products.
- Act as a trusted advisor to a list of assigned accounts, articulating the tangible, strategic, and financial impact that we provide
- Partner closely with Sales, Customer Success, and our Delivery teams to identify and quantify key business drivers and metrics (KPIs) at both the industry and customer level
Requirements:
- Proven business development experience; ideally at an insights/technology company in a consultative, strategic, and/or customer-facing role
- Strong consultative skills and well versed in and have a clear understanding of current and future trends and methodologies.
- Strong pre-existing relationships with key Insight/Research/Innovation/Marketing stakeholders at major global brands.
- Wide range of sales achievement in differing environments:
- Transactional sales experience, typically with short sales cycles;
- Consultative sales experience in professional / marketing services context;
- Managing long sales cycles for complex projects – software, operational implementations.
- Innovative, high energy, entrepreneurial self-starter who has experience taking initiative and owning end to end deliverables in a fast-paced environment.
- Ability to analyze and interpret data and transform it into a compelling, customer-facing story.
- Strong executive presence and comfortable presenting to a C-Suite audience
- High level of intellectual curiosity. You see opportunity and growth in learning more about what you do and how it impacts others.
- You’re known for being a team player and thrive working collaboratively and cross-functionally, particularly with Regional Sales, Marketing, Customer Success, Client Delivery, and Product/Engineering.
- Working knowledge of Salesforce.com
- Sales or Value Engineering, Consulting, Partnerships, or other similar experience preferred.
- Ability to work in a highly matrixed organization.
- Excellent written and verbal communication; and very good analytical skills
- Travel to client locations and conferences (25-50% of time)
What’s Great About Working Here:
You will find amazing, forward-thinking professionals who like to learn and grow. We pride ourselves on thinking big, collaborating and sharing expertise. We also know that strong teams bring out the best in our staff.
Our Values are:
- Integrity & respect - We treat colleagues, clients, and partners as we’d like to be treated ourselves.
- Working as one team that succeeds - We are one team that delivers results through common goals
- Rapid, informed decisions, executed without any delay - We implement our plans and remain agile to change them when required
- Think big and embrace change - We welcome bold ideas
- Delighted customers, not satisfied ones - We work tirelessly to exceed client expectations, not just meet them
- Meritocracy - We reward individuals based on ability and talent and this is the guarantee that advancement in our group is based only on performance
