Saas Software Directors Vicepresident Montreal/Toronto/Boston

Stonewood Group Inc.; Boston, Montreal; On-site; CAD 80,000 - 120,000; Full time

Job description

About the Company
Our client helps Fortune 1000 Consumer Technology Brands to enhance and evolve their customer relationships by helping consumers to better manage their home technology. Their Digital Home Service Platform solutions allow its partners to deliver a range of Digital Home Services to address consumer needs and frustrations across the technology purchase, usage, protection, and support lifecycle. More than 30 million households worldwide have access to software and services from our client to protect, optimize and maintain their connected devices and home technology. Our client’s customers include some of the world’s largest consumer brands including BT, Verizon, Windstream, Virgin Media, Rogers Communications, and Bell Canada. Our client is recognized as one of Canada’s 50 Best Managed Companies, one of Montreal’s Top 15 Employers, and a three-time recipient of the Deloitte Technology Fast 50 award for the fastest growing technology companies. Our client is headquartered in Montreal, Canada, with offices in Boston and London.

Scope of Position

The Account Management function is responsible for maximizing the long-term growth and success of our client’s accounts through strategic business planning, ongoing business development, and P&L management on an industry vertical & account-by-account basis. The Account Management function is the central commercial and relationship manager for the customer and must build broad and deep relationships across the customer organization, achieving trusted advisor status to influence strategic decision making and drive profitable business growth for both the customer and our client.

Account Managers must represent the voice of the customer within our client and ensure all internal stakeholders understand the customer’s business strategy and requirements. Account Managers work closely with our client’s Program Management team to successfully execute on program strategy, delivering on all customer projects across all key company functions (engineering, operations, marketing, etc.) to ensure we design the right solutions to meet our client and the customer’s business goals.

Director positions will be responsible for one of three industry verticals: Communications & Media, OEM, and Retail, and will report into a Vice President of Account Management. Successful candidates are expected to have demonstrated industry expertise in their vertical, as well as experience and success in business development, client relationship management, business planning, and general cross-functional organizational leadership.

Functional Tasks

• Industry Expertise – Be the recognized expert in building ‘Connected Home Services’ businesses within their vertical market while positioning our client as such, so that clients welcome/invite their advice.
• Business Development – Drive continuous growth with in-market customers.
• Business Development – Identify and qualify new growth opportunities based on customers' strategy and business assets.
• Business Development – Identify and drive net new opportunities and improvements to existing programs.
• Business Development – Enhance relationships with existing stakeholders and across the entire customer organization.
• Business Development – Structure, negotiate and close new contracts/SOWs required to make opportunities real.
• Relationship Development – Achieve trusted advisor status amongst executives, key decision-makers, and influencers.
• Business Planning – Manage and be accountable for an account’s P&L forecasts and results, meeting and exceeding financial targets.
• Cross Functional Leadership – Lead and prioritize all account team resources to maximize overall account growth, program success, and customer satisfaction.
• Cross Functional Leadership – Ensure all company teams and activities are aligned with account strategy and goals.

Key Performance Deliverables
In light of the identified responsibilities, the following are specific deliverables that the position is designed to achieve.

• Specific performance metrics will be discussed and agreed upon with the successful candidates.

Competency Profile
The following competencies listed below define the role of Commercial Account Management at our client:

• Industry & Market Awareness: Seeks to anticipate and respond to industry and market changes/challenges by understanding key characteristics, issues, and the factors driving them.
• Strategic Approach: Develops a strategic plan to realize the vision. Revises strategy in light of changing circumstances.
• Commercial Acumen: Applies appropriate commercial and financial principles. Understands situations in terms of costs, profits, added-value, and return on investment.
• Communication: Expresses ideas in a clear, fluent, and concise manner. Written and oral arguments are compelling and responsive to the needs of the audience.
• Influence: Articulates the key points of an argument persuasively. Negotiates skillfully and convinces others to own a point of view.
• Results Orientation: Focuses strongly on achieving agreed-upon outcomes and ensures that key objectives are met.
• Customer/Client Orientation: Strives to provide customers/clients with personalized and efficient service. Anticipates customers’/clients’ needs.
• Team Skills: Helps to create a sense of team spirit and harmonious relations through cooperation and support.

Preferred Experience / Education

• 10 years + progressive experience in strategy, business development, marketing, consulting, or related functions.
• Industry-specific depth of experience in telecom, consumer electronics, or retail.
• Ideally experienced in managing teams.
• Willing to reside in Montreal, Boston, Toronto, or Silicon Valley depending on the role.
• Highly competitive base and variable compensation package.