Remote Account Director

Summary

The job is for an Account Director at Hyperscience, a company that specializes in automation. The role involves leading strategic sales efforts within defined Federal government accounts, with responsibilities including account planning, developing business plans, providing accurate sales forecasting, and negotiating complex sales cycles.

Requirements

• 10+ years of sales experience within software
• 5+ years in selling to US Federal Government organizations and related experience with government procurement and contracting
• Proven ability to independently manage, develop, and close new client relationships
• Experience establishing trusted relationships with current and prospective clients and other teams
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships
• Experience quarterbacking account teams within a matrix sales team environment, promoting a 'win as a team' approach
• Demonstrated ability to use value based consultative selling
• Experience with advanced Account Planning techniques, including the development, execution and tracking of short- and long-term account objectives, customer goals and action steps
• Objection handling & negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors' solutions
• Experience working with, and contracting with, large System Integrators

Responsibilities

• Execute an account-based sales strategy in targeted accounts, focusing on growth and retention; drives accountability to deliver on account plans among the extended customer teams internally
• Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities
• Provide detailed and accurate sales forecasting
• Demonstrates a strong understanding of the customers' needs and strategy, serving as a trusted advisor demonstrating how Hyperscience can impact their objectives
• Understand each customer’s technology footprint and strategy, business drivers and landscape, and strategic growth plans
• Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions
• Negotiate and manage end-to-end, complex sales-cycles, often presenting to high level executives. Identify the right specialist/support resources to bring into account negotiations and presentations
• Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed
• Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support
• Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales

Benefits

• Top-notch healthcare for you and your family
• A 100% 401(k) match for up to 6% of your annual salary
• Flexible PTO with the approval of your manager
• 12 weeks of parental leave and an additional 4 weeks for birthing parents
• Stock options