Account Director

Recruiter
Salesforce
Location
United Kingdom
Posted
14 Apr 2018
Closes
18 Apr 2018
Contract Type
Permanent
Hours
Full Time
Account DirectorJob CategoryFinance and OperationsJob DetailsJob Description: Account Director CSGSalesforce Marketing Cloud is seeking a proven leader in Account andClient management to become part of the UK&I Services team.The Account Director (AD) will lead complex, global brands and workdirectly with them to develop and implement a cohesive approach toleveraging our technology through the delivery of a program engagementin which a team of consultants is aligned against the continuousexecution of work on behalf of a portfolio of clients. The Account Director will be central to our customer's digitaltransformation and partner with them to define and drive marketing ledbusiness transformation strategies, ensure business readiness andchampion operational effectiveness to deliver exceptional customeroutcomes. The Account Director will also lead and deliver distinct, one offstrategic engagements to help our customers achieve their businessambitions faster; from solving specific problems and optimisingmarketing programs to establishing foundations for ongoing innovationand business transformation. The team also provides specialist supportand guidance for the pre-sales teams for complex / programmatic engagements.The Account Director is key to customer retention and the growth of ourrapidly growing customer base. This person should be comfortabledeveloping trusted advisor relationships with executives andcross-organizational teams tied to digital strategy execution. Asuccessful Account Director leverages deep Salesforce Marketing Cloudapplication knowledge in combination with business and marketing domain expertise.Scope Own the Customer's relationship with Salesforce Cloud Services, ensure the Customer's overall satisfaction with the services engagement and provide leadership and direction to the Services Team delivering the engagement. Work strategically with our customers to: Define and develop long term Programmes / Roadmaps that enable the customer to fully leverage the power of the Salesforce for Marketing platform and drive time to value e.g. speeds up ROI, drives adoption at scale and ensures business readiness and operational effectiveness (an AD will typically manage between 1 - 3 accounts) Create and define engagements and solutions that address business challenges and enable our customers to achieve their strategic goals Consult on industry, architecture and KPIs and governance across all engagements Work with the wider Salesforce ecosystem to create a cohesive team and approach that drives growth within and ensures the retention of key Accounts Leverage deep Salesforce Marketing Cloud application knowledge in combination with business and marketing domain expertise to develop trusted advisor relationships with senior customer stakeholders (C-suite) Provide pre-sales support to our Sales organisations (Success Partner's and Account Executive's) to support the onboarding of new Marketing and Cross Cloud Customers and logos, by helping to shape and scope Services engagement and deliverablesKey Responsibilities: Account Planning and Development Understand the customer's business, strategic objectives, transformational drivers and obstacles to change Thought leadership - marketing and innovation using Marketing and cross cloud solutions Develop a shared vision (with client and internal teams) for evolving the client engagement Document the vision and objectives for the Services team in an Account Plan and cascade to the wider SF team Quantify and demonstrate the business value the Services team is delivering Identify role or utilization gaps in existing team Identify and quantify opportunity for growth of existing teamProgramme Roadmap Responsible for roadmap development to ensure the successful delivery of a client's marketing led program Working with the wider Services team to articulate and execute the plan including Strategic Services, Project and Programme Management, Campaign Services and Technical teams Measuring effectiveness of recommendations and initiatives Relationship and Engagement Framework Maintain a clear understanding of client stakeholders, their roles in the organization, and their sphere of influence Maintain professional and productive rapport with key stakeholders (line level and executive) both internally and externally Develop relationships with progressively more Influential stakeholders (next level above highest current relationship) Own and drive a proactive engagement framework to support programme development and delivery incl. Monthly meetings, QBRs and Annual reviewsExpectation Management Assess and manage client expectations on an ongoing basis Educate client about the overall engagement, associated processes, and team roles & responsibilities Identify expectation gaps and develop a comprehensive plan to address them First point of escalation for Services-related expectation gapsDiscovery and Scoping of New Services Opportunities, Renewals andIncremental Services Develop / Identify new opportunities within key accounts Lead scoping effort Work closely with the pre Sales team to convert new opportunities and ensure successful renewals, including leading the renewal planning process Pre-sales Work with wider Go to Market (GTM) team to develop, shape and scope presales opportunities Work with the Sales and GTM team to convert the opportunity, through building strong relationships with key stakeholders and articulating the value of the Services proposal Proposal and presentation development to support presales opportunities Desired skills and experienceThe Account Director will accomplish these responsibilities by becomingdeeply embedded in the client's business and processes, so as to becomea subject matter expert on the client's needs. Account managementrequires frequent communications with and on behalf of the client -sometimes at an executive level - to scope new pieces of work, directprojects, manage client expectations, and escalate risks.Requirements Proven experience in account management through the delivery of complex digital marketing solutions and programs. Must be at C Level and above. Experienced in the development and leadership of consultative / strategic engagements including Marketing, Data and Design Consultancy Experienced in the process of requirements gathering, scoping and directing technical teams through the process of technical discovery. Presentation preparation and delivery Consultative Experience in managing change both internally and externallyRequired Education Degree, MBA a plus.Desired Skills Intense customer focus Excellent presentation, facilitation and client management skills Excellent written and verbal skills High technical aptitude Deep analytical and business acumen Strong organizational and time management skills Proven ability to compel unity and productivity in a team Demonstrated problem solving and conflict resolution skills Flexibility to travelPersonality Traits Positive thinker Solution oriented Team player Fun to work with Adapted to fast changing environmentsSalesforce, the Customer Success Platform and world's #1 CRM, empowerscompanies to connect with their customers in a whole new way. Thecompany was founded on three disruptive ideas-a new technology model incloud computing, a pay-as- you-go business model and a new integratedcorporate philanthropy model. These founding principles have taken ourcompany to great heights, including being named one of Forbes World'sMost Innovative Company five years in a row and one of Fortune 100 BestCompanies to Work For eight years in a row. We are the fastest growingof the top 10 enterprise software companies, and this level of growthequals incredible opportunities to grow a career at Salesforce.Together, with our whole Ohana (Hawaiian for "family") made upof our employees, customers, partners and communities, we are working toimprove the state of the world.Posting StatementSalesforce.com and Salesforce.org are Equal Employment Opportunity andAffirmative Action Employers. Qualified applicants will receiveconsideration for employment without regard to race, color, religion,sex, sexual orientation, gender perception or identity, national origin,age, marital status, protected veteran status, or disability status.Headhunters and recruitment agencies may not submit resumes/CVs throughthis Web site or directly to managers. Salesforce.com and Salesforce.orgdo not accept unsolicited headhunter and agency resumes. Salesforce.comand Salesforce.org will not pay fees to any third-party agency orcompany that does not have a signed agreement with Salesforce.com or Salesforce.org. - provided by Dice ACCOUNT MANAGEMENT, CLOUD, CLOUD COMPUTING, CRM, MBA, PROGRAMME MANAGEMENT, SALESFORCE, SAP CRM

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