Note: The job is a remote job and is open to candidates in USA. SOVRA is a leading public procurement platform trusted by over 7,000 government agencies and over 1 million suppliers across North America. The Director of Major Account Management will be responsible for developing account strategies, ensuring customer satisfaction, and driving revenue growth while collaborating with various teams to optimize client relationships.
Responsibilities
- Responsible for specific quotas based on Total Contract Value and account development, planning and profiling strategies
- Develop account strategies and collaborate with virtual teams on strategic planning and transaction execution, while creating optimal conditions for customer satisfaction
- Create and implement a 1–3-year strategic plan for each client and develop plans and reports as required by client contracts
- Provide relevant indicators, actionable information and recommendations on targeted initiatives and outcomes
- Deliver our value proposition and generate new projects through events, effective marketing tactics, negotiation, financial analysis, business process consulting and automation
- Ensure account optimization by driving revenue growth and ensuring new projects and additional service opportunities
- Work closely with clients and internal finance/compliance teams to inform company revenue projections related to transaction model and fee optimization revenues
- Act as main point of contact and business consultant for client Chief Procurement Officers and their leadership throughout the life of the account
- Building strong relationships at the executive level including SVP for Strategy, Chief Revenue/Growth Officer, CEO, Chief Product Officer–, , to understand the needs and strategic objectives of our most important clients
- Support efforts to grow State and County based cooperative programs from which TRX and FOP revenue derived
- Establish strong relationship with paid and non paid strategic accounts registered in our TRX client solutions
- Collaborate with marketing and supplier success teams to develop cooperative purchasing marketing and contract promotion programs
- Act as liaison between suppliers and TRX/FOP government clients
- Work effectively with distributed teams, take the strategic direction of opportunity owners and consider the contributions of team members and act as a client advocate on project implementation and continuous evolution
- Create presentations and present them key client contacts and different business areas in order to deepen the understanding of the product offering
- Improve customer satisfaction through better communication and overall product value
- Work closely with the product and project management, , customer success, and other internal SOVRA teams to ensure everything goes smoothly for the client, both in the implementation process and then throughout the relationship
- Manage, negotiate and execute client contracts
- Supervise, manage, mentor and otherwise support the team to ensure compliance with best practices to achieve targets and objectives
- Set and evaluate annual performance objectives of the people in the position, including periodic review and exploration of each team member’s potential
Skills
- Hold a bachelor's degree or equivalent in either business, computer science or other related disciplines
- 10+ years in sales/account management in the IT sector, preferably in complex software solutions and/or as a solution provider for government entities
- Have experience in functional leadership
- Authorized to work in USA—unfortunately we are not able to sponsor work visas or transfers at this time
- Be passionate about customer success and work across multiple functions within a diverse team to achieve outstanding results
- Ability to conduct thorough research and analysis
- Translate complex technical information into simple terms
- Possess problem-solving skills and present effective solutions, in a clear and concise manner with Microsoft Word, Excel and PowerPoint
- Business acumen linking data to operational challenges and opportunities
- Ability to prioritize and balance multiple tasks, projects or initiatives
- Demonstrated ability to impact, influence and interact within the various levels of an organization, achieving desired results through effective relationship building
- Strong verbal and written communication skills
- Considered a leader by their team members, with collaborative and consultative qualities
- Great ease and presence with senior managers
- Excellent negotiation and presentation skills
- Available for regional travel (approximately 30 to 40%) by land and/or air
- Excellent oral and written communication skills, mastery of a second language is an asset
- Public sector and/or public procurement leadership background preferred
Company Overview