Director of Strategic Account Development

Company Description

Industry Dive, a division of Informa Tech, is a leading business journalism company. More than 12 million decision-makers across 26 competitive industries rely on its exclusive insight and analysis delivered through 29 publications. Industry Dive was founded in 2012 to provide business leaders with the information they need to move industries forward. Our team of reporters, editors, designers, and marketers delivers insights and programs that spark innovation, fuel growth and shape agendas in every industry we cover. 

https://www.industrydive.com/

studioID is Industry Dive's global content studio recognized for creating award-winning content marketing for brands. Our mission is to help brands deliver value through content, powering insights-fueled content programs that nurture prospects and customers from discovery through to purchase, connecting brand to demand. www.studioid.com

Job Description

Overview:

In an effort to strengthen our strategic account focus, Industry Dive is actively seeking its second Director of Strategic Account Development. Our commitment to growth centers around the intensified focus on strategic accounts, particularly expanding our client portfolio with an emphasis on those exceeding $250,000 in annual spending.

As we continue on this growth trajectory, we are dedicated to enhancing our strategic capabilities in critical business areas. The Director of Strategic Account Development will play a crucial role in achieving two primary objectives that define the success of this role:

1. Amplify annual spending from key named accounts:

   • Identify and engage with all key stakeholders within the account.
   • Develop a strategic account plan in collaboration with the Account Executive.
   • Actively participate in significant account meetings and calls alongside the Account Executive.
   • Take a senior role in critical on-site client meetings, including Quarterly Business Reviews (QBRs) and Executive Business Reviews (EBRs).
   • Coordinate resource allocation within Industry Dive to optimize account development.

2. Augment the number of clients with an annual spend exceeding $250,000:

   • Cultivate a culture that encourages thinking big and become the subject matter expert in big deals and strategic sales across the team.
   • Provide support for key deals and proposals aimed at expanding opportunities and increasing individual annual account spending beyond $250,000.
   • Apply branding and demand expertise to accounts with the potential to surpass the $250,000 threshold through content additions.
   • Coach Account Executives in effective account planning.
   • Participate in calls and meetings with significant opportunities that can drive client spending beyond $250,000.
   • Ensure sales managers take responsibility and are well-versed in managing top spenders within their client portfolios.
   • Share best practices for securing significant spending across the sales team.

Qualifications

The ideal candidate stands out by:

1. Utilizing natural curiosity for in-depth account exploration:

   • Leveraging innate curiosity to delve deeply into account details.

2. Assisting senior clients in identifying and communicating marketing challenges:

   • Helping senior clients articulate and address their most pressing marketing challenges.

3. Commanding attention of senior-level marketers:

   • Demonstrating the ability to capture the attention of senior-level marketing professionals.

4. Understanding optimal strategies for account growth:

   • Grasping effective strategies for account growth, including content addition, market expansion, and international solutions.

5. Navigating the strategic sales process:

   • Proficiently navigating the strategic sales process, understanding an account's buying committee, key performance indicators, and processes.

6. Adaptively managing various sellers and managers:

   • Adapting management styles for various sellers and managers with diverse strengths and experiences.

7. Coordinating and collaborating with internal subject matter experts:

   • Collaborating with internal experts to effectively showc