Strategic Accounts Director

Strategic Accounts Director

Company Overview

Waterfield Tech enables companies to select, design, and deploy tailored customer engagement solutions from the world’s leading providers enhanced by cutting edge Applied AI. The results are happier customers, enhanced insights, and lower costs. 

Once live, we empower companies to support, optimize, and modernize those solutions and AI applications, leading to lower risk and increased efficiency.  Our client-centric process and track record of success have earned the trust of clients around the world when it comes to customer interaction. 

We value our people—their diversity, their dedication, and their commitment to customer satisfaction. We encourage each other. We understand the value of hard work and the importance of a healthy balance. We’re all on the same page… even though we may get there from different perspectives. All in all, it’s a pretty cool place to be and we’re growing our global team of engineers, sales professionals, and creative souls. 

Position Summary

The Strategic Accounts Director is responsible for new sales and attachable services for the entire Waterfield Technologies (WTI) portfolio, including major manufacturers Genesys, Avaya, Microsoft, Five9, Cisco and others.  The fundamental and primary objective of WTI sales personnel is to drive high value, recurring revenue transactions.  Accordingly, the sale of Waterfield AI services, professional services, managed services and the resale of third-party cloud combined with our intellectual property are preferred and encouraged as part of your summary compensation plan.

Solutions Include:

• CX Strategy & Digital Consulting – design and roadmap a customer’s digital transformation
• Omni – Channel Orchestration – create seamless CX across all channels
• Automation & AI – optimize CX with AI, RPA, and machine learning
• Contact Center Software as a Service – power customer interactions over voice, chat, SMS text, and social media
• Employee Experience – develop, engage, and empower associates
• Data Analytics – convert data into actionable insights
• Digital Infrastructure – enterprise networking, wi-fi, cybersecurity and data center

As a Strategic Accounts Director (“Account Executive” or “AE”), you will conduct high-level conversations with senior executives to understand their business needs and create unique solutions with our technology and services as it relates to their contact-center technology, customer experience, and their operations.

Our AE’s understand how to align with the biggest opportunities within our current and prospective accounts.  They are insightful and digitally savvy advocates of the new customer engagement imperatives that represent both threats and opportunities to our customers.  At Waterfield, we build solutions for customers that they use to win in the ever more demanding world of increasing expectations in consumer engagement.   Relentless relationship developers, our AE’s are the stars with our organization that are advocates for our customer experience and success.

Key Responsibilities

• Close New Business:  Work with Sales Leadership, Solution Engineering, and Business Development to identify, pursue, and close new sales opportunities for Waterfield by building strategic, mutually beneficial relationships between the company and its key customers, to build trust between the two organizations by focusing on value and enabling alignment across the company.
• Manage, Maintain, and Cross-Sell Named Existing Accounts:  You will be assigned certain existing customer accounts (see ‘Incentive & Quota Setting’) to manage the renewal and/or renegotiation of their existing contract as well as tasked with identifying, pursuing and closing cross-sell opportunities.
• Evolve Your Sales Approach:  Waterfield is an organization focused on selling higher value goods and services to the enterprise contact center market including, as needed, more robust integration of key selling narratives such as the value of cloud technology and the benefits of AI/IVA/ CCAAS, and WFM.
• Explore New Opportunities Through Strategic Partnerships and Alliances:  Your role will be front and center as the voice of Waterfield to key partners and outside alliances.  Your responsibility is to find and pursue successful avenues to create mutually beneficial working relationships that ultimately drive new sales for Waterfield.

Behaviors and Actions:

• Ability to, at any time, clearly articulate and present data driven statistics regarding our sales performance under your governance, our sales expectations for the immediate future and possess and articulate key obstacles or drivers that will influence and contribute to additional sales.
• Be an approachable member of the sales team, familiar to and known by all employees of the business.
• Pursue outside sales training and education programs, as you see fit and are interested in, that will enable you to continue to expand and cultivate your selling capabilities.
• Interact professionally with all members of the sales team, providing guidance, ideas, suggestions, and inputs to all functioning areas of the business as you see beneficial and appropriate.
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Qualifications

• Proven experience in strategic account management or a related role within the industry.
• Deep understanding of selling cloud-based solutions and related services
• Demonstrated success in growing and managing large, complex strategic accounts.
• Strong business acumen with the ability to understand clients’ industries, challenges, and opportunities.
• Excellent communication and interpersonal skills, including the ability to effectively engage with senior executives.
• Analytical mindset with the ability to interpret data and trends to drive informed decisions.
• Exceptional negotiation and contract management skills.
• Proficiency in using CRM software and other relevant tools.
• Strong leadership and team management experience.
• Willingness to travel as required to meet with clients and attend industry events.

Physical Requirements

• Sitting: Ability to be able to sit for long periods of time.
• Lifting: Ability to lift equipment and or tools up to 20 pounds.

Waterfield Tech is proud to be an equal opportunity employer.

Waterfield Tech believes that all persons are entitled to equal employment opportunity and does not discriminate against its Employees or applicants because of race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, citizenship status, disability, protected medical condition, military status, genetic information, or any other basis prohibited by applicable federal, state, or local law. This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, training, discipline, promotion, transfers, compensation, benefits, leaves of absence, termination, and all other terms and conditions of employment.

l other terms and conditions of employment.