Director / Sr. Manager Strategic Accounts (Aviation)

Acuity Brands, Inc; Ontario (CA); On-site; USD 144,000 - 260,000; Full time

Job summary

An innovative technology company is seeking a Director/Sr. Manager for Strategic Accounts in the Aviation sector. This pivotal role involves managing key customer relationships and driving revenue growth through the Atrius Wayfinder solution. You will collaborate with a passionate team to optimize building controls and enhance customer experiences in airports. If you thrive in a dynamic environment and possess a strong background in account management, this is an exciting opportunity to make a significant impact on sustainability and technology in the aviation industry.

Qualifications

• 8+ years in account management or sales in a SaaS context.
• Strong communication and interpersonal skills are essential.

Responsibilities

• Lead the Airport vertical business and manage key customer relationships.
• Expand business opportunities and deliver innovative customer solutions.

Skills

Key Account Management

Solution Engineering

Sales for SaaS

Communication Skills

Time Management

Storytelling

Education

Bachelor's Degree

Master's Degree

Job description

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Director / Sr. Manager Strategic Accounts (Aviation)

We use technology to solve problems in spaces, light, and more things to come… for our customers, our communities, and our planet.

Acuity Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light, and more things to come. Through our two business segments, Acuity Brands Lighting and Lighting Controls (ABL) and the Intelligent Spaces Group (ISG), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives.

We are positioned at the intersection of sustainability and technology. Our businesses develop technology that helps save our customers energy and reduce their carbon emissions. We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and location-aware applications.

Acuity Intelligent Spaces (AIS) is fueled by our world-class team of innovative and ambitious employees. From the world’s largest airports and enterprise campuses to cutting-edge venues, building owners and operators leverage AIS’s diverse technology offerings to optimize their building controls, drive energy efficiency, reach their sustainability goals, and deliver digital precision over physical spaces.

Acuity Intelligent Spaces (AIS) is fueled by our world-class team of innovative and ambitious employees. From the world’s largest airports and enterprise campuses to cutting-edge venues, building owners and operators leverage AIS’s diverse technology offerings to optimize their building controls, drive energy efficiency, reach their sustainability goals, and deliver digital precision over physical spaces.

AIS is comprised of several cutting edge intelligent spaces brands and technologies including Atrius. Atrius is building the future of intelligent spaces. We are team of innovative and ambitious people reinventing the built environment through cloud solutions. Our suite of SaaS products helps our customers make their spaces intelligent in every way – from helping passengers make their connecting flight on time to tracking building emissions and sustainability goals. Atrius brings digital precision to the building footprint and all personal and operational processes that live inside it.

The Director of Strategic Accounts (Aviation vertical) plays a pivotal role in both the success of Atrius and the success of our Airport customers. This person is responsible for customer-facing functions as account management, customer relationships, strategic growth, product feedback, and revenue growth within a defined set of existing customers. The product this person will sell and support is primarily Atrius Wayfinder, Acuity’s indoor mapping and wayfinding solution and the market-leading mapping solution for Airports, Airlines and Travel Apps globally. We work with 7 of the top 10 largest airlines in North America and dozens of Airports globally, reaching millions of passengers with our products every year.

We are looking for a natural leader who can become our “Airport expert” both internally and externally (baseline aviation industry knowledge is ideal but not required). This person will lead all existing Airport business in the Americas and will collaborate with other Aviation vertical team members as well as the cross-vertical Strategic Accounts and Sales teams.

You’re a great fit if you love working in a fast-paced environment, having autonomy over your business, building a strategic advisor relationship with customers, and love collaborating with passionate and experienced professionals around the world.

This is a remote, full-time position in North America. Compensation is salary + bonus based on experience. This position sits within the Atrius Enterprise Sales team and reports to the Sr. Director of Strategic Accounts.

Key Tasks & Responsibilities (Essential Functions)

What you’ll be doing:

• Own and lead the book of business for Atrius’s Airport vertical (managing all existing and newly closed Airports in the Americas), primarily selling Atrius Wayfinder but also our full suite of products
• Act as the internal and external CEO of your business and the SME (Subject Matter Expert) of the Airport vertical
• Expand Atrius’s business within the Airport vertical by identifying, qualifying and closing business opportunities within a set of owned accounts
• Build and maintain key customer & partners relationships; implement account strategies for expanding customer spend and strategic product implementations
• Develop and deliver innovative customer solutions, as required, that are complementary to Atrius’s products; socialize these solutions to key decision makers to address their business issues and drive business value
• Collaborate with internal Product teams to define business requirements for features & capabilities that enable our customers to allow them to recognize value
• Anticipate, communicate and facilitate new client needs and/or product enhancements that will help both the customer and Atrius improve
• Oversee customer kickoff, hand-off & deployment and ensure expectations are exceeded
• As required by key accounts, develop & own comprehensive scopes of work for new product customers and pilots in partnership with the Product team
• Fully understand and clearly articulate the benefits of Atrius’s products and strategy to customers at all levels, including Digital, Marketing, IT teams and business managers/directors and executives
• Evangelize the broader AIS suite of products and solutions to your customers to drive opportunities for cross-sell
• Participate in external marketing initiatives as the Atrius Airport SME – including email newsletters, blogs, PR, and press on occasion
• Act as the voice of customer and advocate of Airport use cases, needs, and success stories for the cross-functional Atrius team
• Display initiative, self-motivation and deliver high quality results along with meeting all expectations for both customers and internal stakeholders

Preferred Skills and Experience

We’d love to talk if you have:

• 8+ years of experience in a similar role
• Track record of key account management, solution engineering, consultancy, or sales for a SaaS organization
• Solid oral, written, presentation and interpersonal communication skills
• Proven time management skills in a dynamic team environment
• Good at seeking out information and distilling complex information
• Experience within the aviation industry is a plus
• Strong storytelling skills – you know how to communicate clearly and keep people’s attention
• Willing to travel up to 30% of your time

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We value diversity and are an equal opportunity employer. All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.

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Accommodation for Applicants with Disabilities: As an equal opportunity employer, Acuity Inc. is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at [phone]. Please clearly indicate what type of accommodation you are requesting and for what requisition.

Any unsolicited resumes sent to Acuity Inc. from a third party, such as an Agency recruiter, including unsolicited resumes sent to an Acuity Inc. mailing address, fax machine or email address, directly to Acuity Inc. employees, or to Acuity Inc. resume database will be considered Acuity Brands property. Acuity Inc. will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.

Acuity Inc. will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor, but does not have the appropriate approvals to be engaged on a search.

The range for this position is$144,200.00 to$259,500.00 . Placement within this range may vary, depending on the applicant’s experience and geographic location.

Nearest Major Market: Riverside
Nearest Secondary Market: Los Angeles
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