Account Director

vor 3 Wochen

Munich, Bayern, Deutschland Diligent Vollzeit
About Us

Diligent is a global leader in modern governance, providing innovative SaaS solutions across governance, risk, compliance, audit, and ESG. Our mission is to empower leaders with the technology, insights, and connections they need to drive greater impact and accountability.

We are a team of passionate, smart, and creative people who want to make the world a more sustainable, equitable, and better place. Our employees are dedicated to helping build the software company of the future.

Job Overview

The Account Director is responsible for driving revenue growth for existing and new accounts for all products. This individual contributor position requires a commercially astute individual with a proven track record of success in the GRC industry.

Key Responsibilities
  • Proactively build a deep knowledge of and expertise in Diligent's products, solutions, strategy, and business priorities.
  • Responsible for prospecting new and existing business within the designated vertical/territory for complex accounts with longer sales cycles.
  • Adopts a 'solutions' selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
  • Build deep relationships with prospects and customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to internal commercial stakeholders to foster product growth.
  • Develop and execute on account plans to ensure revenue targets, quota, and customer business needs are met and collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.
  • Leads the coordination of Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales-generating importance, and account risks.
  • Develops specialized business plans for customers that drive business outcomes to generate new business and upsells. Presents business plans to customers to generate new non-qualified opportunities.
  • Create and lead feedback loop processes with product management and product marketing to communicate and relay customer pain points and feedback.
  • Demonstrate Sales excellence by managing the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology.
  • Effectively utilize sales tools to prospect new leads, schedule initial meetings, increase win rates, and generate bookings.
  • Accurately maintain SFDC records, forecast, and report out on projected bookings, deals closed, etc. on a regular basis.
  • Demonstrates a deep understanding of the competitor landscape externally, including customers' business strategy and the direction of the industry.
Requirements
  • 5 years proven track record of success in account management/new business and achieving revenue targets within highly regulated industries or GRC industry.
  • Ability to build and maintain relationships with Senior leaders and stakeholders at different levels of the organization.
  • Continuous learning, including proven knowledge and expertise of internal products and external industry trends and customer landscape.
  • Strong communication, presentation, and influencing skills.
  • Demonstrated strategic thinking and ability to align technology solutions with business objectives.
  • Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.

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