Sr Account Director

Job Description:

Account Growth:

• Identify and expand opportunities within accounts, collaborating with capabilities and sales teams to ensure growth and retention.
• Develop a working knowledge of Merkle GTM (Go to Market) strategies, industry trends, and competitive landscape.

• Own and support proposals, client pitches on solution and new capabilities.
• Build and support business plans with projected volume, revenues, and simulated P&Ls to present a business case to the stakeholders.
• Create and manage opportunity pipeline through strategic business development.
• Partner with enterprise sales, capability, and solutions teams to share market intelligence and customer insights.

Account Management:

• Manage key accounts to exceed client expectations and maintain strong, trusted relationships both internally and externally.
• Take ownership of client management, proactively identifying obstacles and navigate the organization to address and resolve issues.
• Understand customer needs and decision-making hierarchy to assess and validate needs continuously.
• Establish strong working relationships with internal teams and client leadership, fostering collaboration.
• Forecast and track key account metrics, manage revenue forecasts, and drive accounts to maximize long-term revenue and business relationships.
• Ensure Salesforce is kept up to date and managed effectively with account review plans, account map and account health, action items, meeting notes and key plays.
• Manage contracts, contract negotiations and security assessments with the client and Merkle legal teams.
• Develop comprehensive understanding of revenue recognition models and contractual billing/invoicing types to align with contracts and proposals. Oversee monthly invoices and payment follow-ups to minimize the days outstanding.
• Be actively involved in researching and gathering market intelligence, strategic analysis, and proposition development to increase business opportunities for Merkle.
• Supervise and mentor account managers enabling them to perform and scale account management capabilities.

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