blueAPACHE

Account Director

blueAPACHE

full-time

Posted on:

Location Type: Hybrid

Location: Sydney • Australia

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Job Level

Lead

About the role

  • The Account Director is accountable for the commercial relationship between blueAPACHE and a dedicated portfolio of blueAPACHE’s customers.
  • The Account Director actively creates long-term, trusting relationships across multiple levels of stakeholders within our customer’s organisations, and proactively ensures blueAPACHE is delivering solutions that are aligned to their business objectives.
  • Leveraging the blueAPACHE Strategic Customer Engagement (SCE) framework, the Account Director proactively seeks to understand our customers technology roadmaps, and where blueAPACHE solutions and services can be aligned.
  • Identify new opportunities and identify where risks or potential improvements can be addressed, resulting in increased sales/revenue and growth within accounts, and the ongoing retention and satisfaction of the customer.
  • As a team player, work cohesively with the wider commercial team in the preparation of solutions and presentations.
  • Deliver results by demonstrating initiative, being organised, and being accountable for their time, personal performance, and sales performance.
  • Maintain an appropriate level of professional competence including good listening skills, presentation skills and written communications.

Requirements

  • Develop deep, trusted advisor relationships across multiple levels of client stakeholders and executive sponsors within your accounts.
  • Develop Annual Account Management plans including, the identification of white space within your accounts, to identify potential opportunities for growth within your client base.
  • Leveraging the blueAPACHE Strategic Customer Engagement (SCE) model, proactively seek to understand your customers Strategic Roadmaps to align and develop a customer endorsed Technology Roadmap, identifying where blueAPACHE solutions and services can be provided.
  • Ensure all whitespace, re-signs, risks, and outputs of the technology roadmaps are captured and maintained as Opportunities within the CRM. Therefore, a multiyear qualified pipeline should be maintained.
  • Gain a detailed understanding of your assigned client base, their business drivers and objectives, and the wider industry they belong to including any challenges, threats or compliance and regulatory requirements.
  • Gain a thorough understanding of the blueAPACHE products and services currently under contract to your client base, and the impact they have on the operations and success of their organisation.
  • Ensure the blueAPACHE Account Governance framework is followed with relevant strategic accounts, including the required Monthly reporting meetings, Quarterly Business Reviews, and Annual strategic alignment and/or Executive engagement meetings.
  • Ensure ongoing retention of customers by negotiating contract resigns prior to their current contracts expiring. Ensure re-sign engagement is occurring with appropriate lead-up time to the existing contract end date.
  • Work with the Customer Success Team (CST) to ensure customer billing is accurate.
  • Assist with challenging client requests or issue escalations as needed.
  • Execute the Executive Engagement Framework.
  • Forecast and track key account metrics (e.g., quarterly sales results and annual forecasts)
  • Conduct Quarterly Business Reviews with internal blueAPACHE Senior Leadership Team to outline the progress of your client strategy execution
Benefits
  • Health Insurance discount with Medibank
  • Discounts on 1000’s of products
  • Employee Assistance Program from The Mind Room
  • Ongoing training and development including paid certifications.
  • Quality hardware and laptop provided.
  • Employee referral programs - once you are in and you are loving it - you can refer a friend and get paid for it!
  • Regular social events and an awesome culture – work with a team of experts in their field
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
CRMAccount ManagementSales PerformanceForecastingStrategic PlanningOpportunity IdentificationContract NegotiationBusiness ReviewCustomer EngagementTechnology Roadmap Development
Soft Skills
Relationship BuildingCommunicationListeningPresentationOrganizationalInitiativeTeam CollaborationAccountabilityProblem SolvingCustomer Retention