Account Director - Enterprise (Calgary)
Location: Remote, Canada - Calgary or Edmonton
Employment Type: Full-Time
Summary
The Account Director is responsible for the sale of OneStream SaaS solutions within a specified territory.
OneStream is looking for an experienced, proactive sales professional to manage and grow existing customer relationships through subscription renewals and expansion, uplifts and cross-selling of additional solutions. This role will be responsible for strategic planning and account management across a designated sales territory and will be expected to take full ownership within this territory. The role requires Account Directors to successfully retain and grow the existing solution footprint as well as meet and ideally exceed your quota. The ideal candidate will have a strong understanding of SaaS sales and a proven track record in sales within an existing account base.
The ideal candidate location is Calgary or Edmonton, Alberta. Please note, travel may be required up to 50% or more to meet sales objectives and company events.
Primary Duties and Responsibilities
- Opportunity Identification: Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges, and OneStream’s value proposition.
- Upselling and Cross-Selling: Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-sell opportunities.
- Internal Reporting: CRM knowledge transfer, sales pipeline management, and proposal preparation.
- Self Sourced Pipeline: Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
- Be Business Partner to your Customers: Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream. This is executed by developing a thorough understanding of your customers' position in the market, their product/service, points of difference, and competitive landscape.
- Position OneStream: Articulately and effectively convey the OneStream value proposition via written, virtual, and in-person presentations, by leveraging custom business cases, marketing assets, and customer success stories.
- Enable your Customer Champions:Prepare joint business cases that align prospects’ and customers’ business objectives with OneStream’s solutions and value proposition, and leverage them in sales cycles to establish and build alignment to support revenue generation.
- Acheive Sales Targets: Develop and execute business plans to achieve sales targets.
- Accurately track and forecast sales opportunities.
- Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
- Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.
- Assess prospects’ and customers’ needs for OneStream offerings via research, discovery sessions, and solution demonstrations.
- Prepare proposals and SaaS agreements to prospects and customers to drive sales.
- Identify opportunities for OneStream use case expansion within customer accounts to drive additional revenue.
- Develop comprehensive proposals in response to client and prospect requests.
- Actively role model sales professionalism, may engage as a coach and mentor across the Sales teams.
Required Education and Experience
- Minimum 5-10 years’ experience as a sales manager, sales representative or a related occupation specifically in B2B selling across the Enterprise accounts.
- Proven track record in hitting quota and retention targets.
- Organized, detail-oriented with the ability to prioritize and respond quickly.
- Negotiation skills as it relates to renewals, upsell, cross-selling, and additional solution add-ons.
- Highly proficient in MS Office Suite, and CRM systems.
- Experience working in a consultative capacity with C-level customers on complex SaaS solutions.
- Extensive customer service experience in assessing and evaluating customer needs and satisfaction, and meeting specified standards with respect to products and services.
- Exceptional oral and written comprehension, communication, and presentation skills.
- Experience demonstrating, promoting, and selling products/services.
- Knowledge and experience with marketing/sales strategy and tactics.
- Knowledge of administration, business, and management principles.
- Experience with MS Office and SFDC, and other analytical or project management tools.
- Extensive experience working in a team environment.
- Track record of exceeding revenue goals.
Preferred Education and Experience
- University Degree or College Diploma in Sales, Business Administration, Marketing or a related field.
- Prior sales experience in the software industry, especially within the CPM/EPM industry.
- Experience with Salesforce is preferred.
- Working knowledge of Accounting, Finance, and Corporate Performance Management.
Knowledge, Skills, and Abilities
- Professional.
- Strategic.
- Capable of building rapport with C-level executives and customers.
- Highly-organized.
- Tech-savvy.
- Ability to understand and react to customer needs.
- Flexible and adaptable.
- Goal driven.
- Willingness to travel.
Travel
- Travel may be required up to 50% or more to meet sales objectives and company events.
Who We Are
OneStream is how today’s Finance teams can go beyond just reporting on the past and Take Finance Further™ by steering the business to the future. It’s the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com.
- Transparency around corporate structure, salary, and benefits
- Core value of customer success
- Variety of project work (not industry specific)
- Strong culture and camaraderie
- Multiple training opportunities
OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are:
- Excellent Medical Plan
- Dental & Vision Insurance
- Life Insurance
- Short & Long-Term Disability
- Vacation Time
- Paid Holidays
- Professional Development
- Retirement Plan
All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.
OneStream is an Equal Opportunity Employer.
Originally posted on Himalayas
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