Director, Strategic Accounts

Director, Strategic Accounts

Who We Are: OpenEye, the cloud video platform company, provides solutions for video security, business intelligence and loss prevention. For over 20 years, OpenEye has been committed to developing an easy-to-use, comprehensive video management system backed by Heroic Customer Service® and support.  Our on-site and cloud-based products can be found protecting schools, hospitals, banks, retail stores, and other facilities around the world. OpenEye’s solutions are available globally through a trusted network of certified service providers. OpenEye is a subsidiary of Alarm.com. Learn more at www.openeye.net.

OpenEye is seeking a Director of Strategic Accounts to spearhead our expansion and reinforce our presence across the United States. The ideal Director, Strategic Accounts candidate, will have a knack for strategic thinking and a proven track record of success in national account management. If you possess the drive to lead and the ambition to excel, we invite you to join our dynamic team.

Job Summary

As the Director of Strategic Accounts, we will oversee our high-caliber Strategic Accounts team, driving them to surpass business goals through innovative solutions, key relationship development, and exemplary leadership. This role demands a seasoned professional with a flair for solution selling and stellar presentation skills, adept at navigating the complexities of national-scale accounts.

Role and Responsibilities

• Strategic Leadership: Forge and execute a comprehensive sales strategy for national accounts, ensuring alignment with OpenEye's overarching business objectives.
• Team Management: Lead and inspire a team of 6-8 Strategic Account Managers & Major Account Managers, fostering a culture of excellence through active coaching, development, and ownership. Address performance issues promptly and implement corrective measures as necessary.
• Goal Setting and Performance Review: Establish monthly and quarterly sales targets, conducting team reviews to assess progress and adjust strategies accordingly.
• Solution Advocacy: Showcase OpenEye's software solutions to key stakeholders, including end-users and channel partners, demonstrating our value proposition at both the tactical and strategic levels.
• CRM Leadership: Champion the CRM process to streamline business management and quantify results effectively.
• Collaborative Sales Efforts: Participate in and conduct joint sales engagements with team members targeting key integrators, consultants, and major end-users, enhancing strategic account penetration.
• Key Account Management: Directly manage and grow relationships with principal distribution accounts, ensuring a robust partnership and alignment with strategic goals.
• Forecasting and Planning: Provide accurate sales forecasts, contributing to the company's strategic planning and resource allocation.
• Policy and Procedure Development: Craft and implement policies and procedures that enhance the efficiency and effectiveness of the sales organization.
• Trade Show Participation: Lead and coordinate participation in key industry trade shows, promoting OpenEye's brand and solutions on national and regional platforms.

Qualifications

• Bachelor’s degree in Business Administration, Marketing, or a related field.
• 8+ years of sales experience, with a focus on strategic or national accounts.
• Minimum of 5 years in a leadership or supervisory role within a sales environment.
• Exceptional written and verbal communication skills, with an emphasis on persuasive and clear presentation abilities.
• Proven expertise in territory and strategic account management.
• Proficient in the use of CRM software and Microsoft Office Suite (Outlook, Word, PowerPoint, Excel).
• Willingness to travel extensively, up to 75% of the time, including weekends when necessary.
• Demonstrated ability to work collaboratively, fostering a team-oriented environment.
• Strong analytical skills, with experience creating detailed reporting and forecasting.

OpenEye Perks:

• Employees are eligible to purchase company stock at a discounted rate.
• Collaborative, fun, onsite, creative culture where idea sharing is encouraged.
• Casual dress, jeans are welcome.
• Medical, dental, vision & prescription benefits starting day 1! Generous medical plan subsidy and health savings account option with company contribution helps keep your costs low.
• Up to $5,000 annual company match for 401k.
• Company paid short-term/long-term disability, AD&D and lif