Account Management Director, Major Accounts

 

Passionate people. Loyal clients. Leading solutions.

With a rich culture of creative collaboration and professional growth, IDeaS’ team members build successful careers with us.

IDeaS is proud to be a global powerhouse of innovation and excellence; challenge and reward. No matter where we’re working, our teams come together to create leading revenue management solutions that accelerate our clients’ growth through revenue optimization.

Now we just need you!

The Account Management Director, Major Accounts is responsible for the overall management and execution of growth & retention strategy for named accounts, consisting of some of the largest hoteliers in the world. Responsibilities include both securing new business relationships and growing existing high revenue client relationships. This role is critical in scope and responsibility and is key to achieving company growth.

 

What you’ll be doing...

• Plans, develops, and executes growth and retention strategy for named IDeaS Major Client Accounts with major growth opportunity through solution offerings which meet client needs as identified. 
• Effectively manages sales relationships through a full life cycle, including pre-opportunity account nurture, opportunity strategy, qualification of business needs, solution design, commercial & contractual negotiation, and opportunity closure.
• Effectively manages long term client relationships to ensure client retention is maintained while business relationships between organizations continue to grow.  
• Conducts regular external client business reviews to ensure overall health of account relationship is maintained.
• Work cohesively with marketing to develop and implement strategic marketing campaigns which will help grow volume of business, stimulate demand of new products, and instill value of overall business relationship.
• Works cohesively with IDeaS product management on strategic sales of new products in support of overall product roadmaps.
• Meets and exceeds new sales and client retention targets as defined by Area Vice President, Major Accounts.
• Work with Solution Engineering & Client Success teams throughout the sales process to ensure successful solution design aligned product capabilities and roadmap.
• Work cohesively with Finance to ensure all business is executed according to current policies and guidelines. As needed, work with finance and legal to achieve desired profitability margins
• Tracks and analyzes competitive threats and sales activity to ensure market leadership positioning.
• Tracks and analyzes market needs to ensure sales alignment with opportunity.
• Identify industry, partner and client trade shows/events and assist/attend as required to support brand strengthening & client and prospect relationship expansion.

What you’ll bring to us…

• BS or BA in Business, Hospitality Management, or Information Management or equivalent experience.
• 5+ years of progressive experience as a sales or business development professional, specifically within consultative / technical sales.
• Past success in positioning and selling enterprise solutions in a complex corporate environment.
• Demonstrated success and overachievement (quota attainment, volume, market share growth, competitive rank, awards, etc.).
• Excellent consultative and listening skills with a strong ability to communicate across a range of diverse cultures and corporate levels, including Executive Management (C-Level) teams.
• Ability to manage long complex sales cycles through a project management approach to the sale.
• Ability to work and learn independently; demonstrated ability to interact productively with all levels of staff.
• Superior analytical skills balanced by an ability to navigate the larger strategic picture.
• Excellent organizational skills coupled with the ability to manage multiple, sometimes conflicting priorities, and IDeaS internal teams to develop and deliver solutions to prospect requirements.
• Strong business acumen, combined with the ability to translate complex business problems into workable solutions. This includes knowledge about how businesses work, business trends and the implications to their business, strong competitive knowledge, and how strategies and tactics work in the marketplace.
• Demonstrated project leadership skills.
• Ability to manage change and use creative alternatives to solve problems. 
• Ability to understand hospitality industry and hotel infrastructure, the technology within hotels, and interfaces with IDeaS
• Strong English communication skills; Ability to communicate complex issues in writing and verbally