Director, Account Management

About the role: The Director, Account Management is responsible for driving Dataprise’s business retention efforts in securing existing clients and expanding our service offerings. The successful Director, Account Management is a highly motivated leader who can grow a multi-million-dollar opportunity pipeline that delivers results exceeding corporate sales goals while maintaining healthy gross margins. You will manage leads in critical market spaces, empower your Account Management direct reports, and collaborate with colleagues across functions to turn leads into new business. Significant incentives are available for meeting agreed upon growth goals.
Why Dataprise?

• An employee focused organization with a “work hard/play hard” culture including a unified mission, strong relationships, and opportunities to build a career.
• Exponential growth opportunity through continuous learning, upskilling, job shadow programs, career mentors, annual training allotments, and LinkedIn Learning licenses for all employees.
• Comprehensive Wellness Program including gym membership discounts/subsidies, and Wellness Rewards opportunities.
• A commitment to Diversity, Equity, and Inclusion (DEI) through a multi-faceted DEI Program.
• A focus on work/life balance including hybrid and remote work options, 10 paid holidays and 3-5 weeks of flexible PTO.
• Competitive pay and a comprehensive benefits package including top-quality medical, dental, and vision coverage for you and your family + FREE telemedicine benefits, company-paid Employee Assistance Program (EAP), and 401(k) with company match.
• An opportunity to grow, be challenged, have fun, and learn from some of the most talented technology professionals out there.

What You’ll Do:

• Manage a growing, driven Account Management team in driving the company to increase revenue, identify and develop new business opportunities, and build and/or expand its footprint with a focus on revenue growth.
• Develop strategic plans and translate them to actionable roadmaps for all team members; track performance against plan and expected benefits and profitability goals.
• Work to qualify leads and remove barriers from clients partnering with Dataprise.
• Explain Dataprise’s differentiators articulately verbally and in writing and help drive team to understand the company’s value proposition.
• Work as a member of the Go to Market leadership team to inspire, train, and motivate a high performing team of winners.
• Track new markets and emerging trends, recommend new products and services, propose and develop new strategic partnerships, and help guide long-term objectives to meet business needs and requirements.
• Develop and coordinate complex sales activities using the “Challenger” solution selling methodology.
• Oversee a structured and constructive quarterly Account Review process and make recommendations and changes as appropriate to sales strategy for each client.
• Monitor, analyze and evaluate the effectiveness of sales, processes, costs, and results against goals.
• Participate in the development of compelling project proposals.
• Establish and implement short and long-range goals, objectives, policies and operating procedures.
• Promote positive relations with partners, vendors and distributors.
• Drive demand and create opportunities (proactive and reactive) with key sales and marketing peers and Head of Sales.
• Serve on the Deal Quality Review Team to ensure success in delivering on customer engagements by evaluating the details of each opportunity.
• Prepare project estimates and proposals along with the Sales Enablement team and define key staffing plans to support service delivery.
• Work collaboratively with Services peers to ensure smooth handoff of new work and to deliver high quality services; resolving any delivery issues in advance of obstacles becoming critical.
• Partner with Dataprise people team to acquire, develop and retain a high-performing sales organization, embodying the Challenger Sales methodology, and our company’s core values.

What Skills & Experience You’ll Need:

• 10+ years of progress and successful business solutions and selling experience
• 5+ years of proven success as an inside sales leader, ideally in the IT Services/MSP space.
• A strong people leader with a proven track record of success leading a high-performing team of Account Management professionals.
• Broad knowledge of IT Services such as IT infrastructure, networking and datacenter, servers, storage and security.
• Experience managing complex, IT solutions-based sales opportunities leveraging a structured, action-based Challenger sales methodology, driving to value pricing of differentiated solutions.
• Exceptional written and verbal communication and interpersonal skills are vital, particularly in being able to articulately explain what the company does and how it can help prospective customers in digestible terms.
• Proven persistence and ability to motivate teams to produce high quality results.
• A hands-on leader who is not afraid to roll up your sleeves, get out in the field, and work closely with the team to drive results.
• A strong level of comfort in participating in and facilitating group meetings and/or client presentations.
• Strong networking, relationship building, negotiating, and closing skills.
• Proven success in conducting thorough business needs analysis and understanding and recognizing influencers/buyers involved in complex sales.
• Experience with Financial Services, Health Care and/or Legal verticals highly desirable.
• Familiarity with Dynamics CRM preferred.

Compensation:

• Dataprise is committed to maintaining a positive work environment by ensuring that compensation across the Company is managed in a competitive, consistent, and fair manner. Each Dataprise employee will be compensated in line with their specific scope of responsibility, skill level, and educational background, in addition to the projected impact on the success of the Company.
• We have a comprehensive Compensation Management System which establishes the guidelines we use in making compensation decisions and is comprised of compensation policies, salary structures, salary grades, incentive target guidelines, job descriptions, and career charts.
• This position’s Salary Range is $130,000-$140,000 with a Total Annual Earnings (TAE) of $200,000-$225,000 (NOTE: this is the range at the national average level; specific salaries offered will be adjusted higher/lower due to the local labor market of the candidate. Individual compensation packages are based on various factors unique to each candidate, including skill set, experience, qualifications, and other job-related reasons). TAE is additional compensation which consists of Incentive Bonuses and/or Commissions pay.

Dataprise Diversity Commitment: At Dataprise, we celebrate what makes us unique: our people. We believe in fostering a diverse and inclusive work environment that seeks and embraces thoughts and ideas from all different backgrounds. We welcome everyone and are committed to providing equal employment opportunity regardless of race, gender, gender identity/expression, religion, ethnicity, disability, national origin or sexual orientation. We are #DataprisePROUD!

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