Director, Account Management – Contract

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Orgvue

WebsiteLinkedInAll Job Openings

201 - 500 employees

🤝 B2B

☁️ SaaS

⚡ Productivity

B2B • SaaS • Productivity

Orgvue is a platform that specializes in organizational design and workforce planning. It accelerates workforce transformation by providing businesses with a powerful tool to analyze, design, plan, and monitor their organizational structure. Orgvue's services include workforce optimization, organizational modeling, and data harmonization. This platform is instrumental for businesses aiming to adapt to change through continuous cycles of workforce planning and organizational design, offering significant cost savings and productivity improvements through its advanced visualization and analytical capabilities.

📋 Description

• Manage a $1-4 Million book of business between 6-10 accounts. • Lead regional team of Account Managers, setting strategy, managing performance and defining global processes jointly with CCO and other leaders • Maintain view of renewal and upsell opportunities, risks and forecasts; report out on metrics weekly • Retain accountability for regional performance against financial targets • Research existing accounts to assess business opportunities for upsell, renewal value and services revenue. • Collaborate with assigned account teams to create and maintain account plan; pull on relevant colleagues within the business to meet account needs • Provide input to marketing and engagement campaigns targeting existing accounts / customers • Manage customer account data, follow up on marketing lead activity and follow relevant processes to capture outcomes • Use domain experience, understanding and thought leadership (e.g., disruptive trends) to establish and grow relationships with influencers and decision-makers in existing accounts. • Identify and facilitate appropriate coaching and content for customers’ based on their maturity, ambition and business context • Lead solution discovery to understand client requirements, objectives and priorities. • Present the Orgvue platform including team and/or consultative presentations and efforts. • Work with existing clients to further develop their communities and provide new introductions. • Work with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts. • Maintain strong upsell, renewal and services pipeline, and forecast to increase visibility of short and long-term prospects through our CRM. • Meet agreed monthly/quarterly/annual performance objectives in both upsell activity (meetings/demos) and quota achievement. • Collaborate with internal stakeholders in Customer Experience, Revenue and R&D to communicate and escalate product challenges and opportunities based on market observations and customer feedback • Work closely with alliance manager and partner teams to understand and assess joint pipeline and potential opportunities with partners, maintain understanding of Orgvue relative to partner propositions and strategies. • Help develop compelling joint value propositions to help drive growth in our project business and conversion opportunities. • Where appropriate develop joint account plans with our strategic partner(s) and identify opportunities to embed, enhance and grow Orgvue usage further for both projects and long-term license use cases.

🎯 Requirements

• Bachelor’s degree or equivalent experience required • 8+ years of experience in a customer facing role • Consistently exceeded targets and objectives • Understands and demonstrates aptitude in managing and leveraging relationships to secure business and executive alignment at accounts. • Extensive latitude for independent judgment and the ability to travel and work without supervision on complex projects. • Demonstratable knowledge and ability to speak to Orgvue business domains, specifically HR technology, organisation transformation, organisation design, HR processes, workforce planning • Demonstrable knowledge of FSI, Healthcare, Energy, FMCG, TMT or Retail verticals; business acumen to identify and articulate opportunities • Excellent verbal and written (including presentations) communication skills, including the ability to speak publicly to groups.

🏖️ Benefits

• 25 days paid vacation • Healthcare premiums 100% paid by employer for majority of plans including family • ER pension contributions (RRSP)match EE contributions up to 5% of base salary. ER contributions also paid into Canada Pension Plan per annual contribution rate