Director - Key Accounts - IT

Key Responsibilities

Strategic Account Ownership

1) Own and manage the commercial strategy for a portfolio of top-tier enterprise accounts.

2) Build and maintain long-term relationships with CHROs, CIOs, CFOs, and transformation leaders.

3) Create and execute joint account plans aligned with the customer's HR transformation roadmap.

Business Growth & Expansion

1) Identify whitespace and drive cross-sell/upsell of additional modules, services, and integrations.

2) Collaborate with Product & Solutioning to design solution-based proposals backed by ROI cases.

3) Influence commercial discussions around renewals, pricing, and enterprise agreements.

Executive Relationship Management

1) Serve as the senior point of contact for all strategic discussions and escalations.

2) Conduct executive business reviews (EBRs) and strategy sessions with C-level stakeholders.

3) Establish sponsorship at the executive level and maintain ongoing alignment with business priorities.

Account Planning & Governance

1) Lead annual/bi-annual strategic planning sessions with internal and external stakeholders.

2) Co-own the customer success plan along with the Director - Customer Success.

3) Track KPIs like revenue growth, share of wallet, strategic maturity, and executive engagement index.

Risk & Opportunity Management

1) Act early on churn signals, competitive threats, or leadership changes at the customer's end.

2) Work alongside Customer Success to ensure adoption risks are escalated and addressed proactively.

Internal Collaboration

1) Partner with Product, Marketing, Customer Success, and Leadership teams to align customer needs with roadmap and services.

2) Be the customer's voice internally, advocating for features, enhancements, and long-term investments.