Account Director

Smart Communications.; United States; Remote; USD 110,000 - 271,000; Full time

Job summary

An innovative technology company is seeking an Account Director focused on selling SaaS solutions in the Financial Services sector. This pivotal role involves creating new business opportunities, managing sales processes, and collaborating with various teams to drive success. Candidates should have a proven SaaS sales background and exceptional communication skills.

Benefits

Health, dental, and vision insurance

401K contribution

18 days holiday allowance plus birthday off

Flexible working environment

Qualifications

• Proven track record in selling high-value SaaS solutions.
• Ability to build relationships with key influencers in the sector.
• Comfortable with Salesforce and consultative sales techniques.

Responsibilities

• Develop and manage territory for exceeding revenue quotas.
• Contribute to partner strategy and drive revenue opportunities.
• Manage sales processes effectively and mitigate risks.

Skills

SaaS sales

CRM knowledge

Consultative sales approach

Communication skills

Relationship building

Job description

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Are you looking to sink your teeth into a pivotal role within a growing Sales team? Are you excited by the tech space and want to join an innovative, market leading organisation? Do you want to work for a fast-paced global company? If the answer to these questions is yes, then we want to hear from you!

Summary

Smart Communications is looking for a talented Account Director to sell into the Financial Services sector – banking, insurance and wealth management – and Singapore Government. The role is based in Singapore and will be supported by both a pre-sales and partner salesperson.

Primary activities will include:

• Creation of a strong pipeline of new business opportunities in net new names,
• Cross sell/upsell, identifying new opportunities for revenue generation in GovTech,
• Working with the marketing operations and business development team/s to identify and drive effective campaigns specifically for your territory,
• Expansion of key verticals to focus efforts, creating appropriate value propositions

Candidates should be comfortable with SGD$250,000+ SaaS sales and 6-9 month sales cycles and dealing with high-level business and IT contacts within target accounts.

About Smart Communications

Smart Communications is a leading technology company focused on helping businesses engage in more meaningful customer conversations. Its Conversation Cloud platform uniquely delivers personalized, omnichannel conversations across the entire customer experience, empowering companies to succeed in today’s digital-focused, customer-driven world while also simplifying processes and operating more efficiently.

Smart Communications is headquartered in the UK and serves more than 650 customers from offices located across North America, Europe, and Asia Pacific. Smart Communications’ Conversation Cloud platform includes the enterprise-scale customer communications management (CCM) power of SmartCOMMTM, forms transformation capabilities made possible by SmartIQTM and the trade documentation expertise of SmartDXTM. In 2021, the company acquired Assentis, a leading European software solutions provider specializing in customer communications management (CCM) with a focus on the financial services industry. To learn more, visit smartcommunications.com.

The responsibilities of the role include:

Deliver revenue, and develop and manage your territory/sector to:

• Exceed quota in annual software SaaS revenue
• Further develop Smart Communication’s value propositions in defined sector(s).
• Build understanding and knowledge of Smart Communication’s competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within Smart Communications.
• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.

Demonstrate strong communication and collaborative working skills by being able to:

• Contribute to Smart Communication’s partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
• Map and build senior level relationships across the sector and partner organisations.
• Partner effectively with internal teams, such as pre-sales, professional services, partner sales, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer.
• Ensuring Smart Communication remains ahead of the competition by sharing competitive knowledge acquired.

Effectively manage sales processes to mitigate risk to Smart Communication, including:

• Supporting the commercial & legal negotiation process in partnership with Smart Communication’s commercial and legal representatives.
• Managing all stages of the bid process, using Smart Communications’ resources in the most effective way.
• Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, and provide accurate forecasts.

Be an active team member of the global Smart Communications team by:

• Participating in Smart Communications company initiatives.
• Familiarising yourself and complying with company procedures.
• Always being an advocate for Smart Communications.

Performance Indicators:

• Constantly meet and exceed financial revenue targets.
• Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
• Develop a marketing plan with Smart Communications marketing and telemarketing groups.
• Accurately forecast using Salesforce.
• Maintain Account plans for major opportunities and target accounts.
• Maintain positive 360’ feedback from Smart Communications colleagues.
• Demonstrate strong product and competitive knowledge.

What we’re looking for:

Must have skills/experience:

• Proven track record selling high value SaaS solutions and/or software licenses
• It would be highly advantageous to have a good understanding of one or more of the following:
• CCM, ECM & BPM Solutions
• Web and Mobile Content Management
• CRM (One to One marketing, 360’ view of a customer etc.)
• Document Composition Solutions and general CCM market drivers
• Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
• Proven ability to interpret client’s business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions.
• A track record in building and growing business with Singapore and, ideally, the wider ASEAN region
• Excellent presentation, verbal and written communication skills.
• Ability to demonstrate solution and talk through highlights of the systems architecture.
• Consultative sales approach with an inspirational ‘Can do / Will- do’ attitude.
• Comfortable with Salesforce and solution selling, Target Account Selling (TAS) and/or other sales methodologies

We look for the following SMART values in everyone we hire at Smart Communications:

• Speak Openly - We are positive, creative, helpful, kind and we have fun. We listen and provide constructive feedback. Through meaningful conversations we encourage each other to be the best that we can be. We’re not complainers we’re problem solvers.
• Make a Difference - We focus on the things that matter and prioritize the things that have the greatest impact. We celebrate success and hold ourselves accountable for our choices. We don’t sit on the sidelines.
• Agile & Flexible - We are focused on evolving, improving and growing. We think differently and challenge the status quo with open minds. We ask ‘why?’ so that we can help remove complexity. We don’t allow hurdles to get in our way.
• Results-Focused - We get stuff done by being efficient, working at pace and paying attention to detail. We focus on finding solutions and fixing things. We don’t believe in being busy for the sake of being busy, we focus on productivity.
• Teamwork - We are stronger and better together. We collaborate, trust and support each other to deliver results for our company and our customers. We don’t want anyone to feel disengaged, we’re in this together!

What’s the deal?

We will provide you with the tools, equipment and support to give you the best possible chance of success and over-achieving your goals. Salary will depend on your experience and will be highly competitive.

In addition to a friendly, flexible and fun working environment, we provide a range of other benefits, including extensive health, dental and vision insurance, employer-funded health savings account, flexible spending plan, life and AD&D insurance, short and long term disability insurance, gym membership reimbursement, and 401K contribution, as well as 18 days’ holiday allowance plus an additional day off on your birthday!

This role is fully remote.

So, if we interest you, please let us know by applying for this position and tell us all about yourself.

Please note: we only consider applicants with current legal right to work in the countries in which our positions are based. All qualified applicants will receive consideration for employment regardless of colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.

To learn more about Smart Communications visit: https://www.smartcommunications.com/

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Information Technology

• Industries

  Software Development

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