[Hiring] Director, Major Account Management @SOVRA

Role Description

Reporting to the Senior VP of Strategy, the Director, Major Account Management is accountable for line of business execution, operational performance, and value realization of the Company’s Transactional Program offerings for the Company’s largest customers. The Transactional Program is an industry-unique software and services solution that leverages a customer’s cooperative purchasing to generate transaction-based revenues shared by the customer and the Company.

• Responsible for specific quotas based on Total Contract Value and account development, planning and profiling strategies for a $5-10M potential account.
• Develop account strategies and collaborate with virtual teams on strategic planning and transaction execution, while creating optimal conditions for customer satisfaction.
• Create and implement quarterly and annual strategic plans and reports as required by customer contracts.
• Provide relevant indicators, actionable information and recommendations on targeted initiatives and outcomes.
• Deliver our value proposition and generate new projects through events, effective marketing tactics, negotiation, financial analysis, business process consulting and automation.
• Ensure account optimization by driving revenue growth and ensuring new projects and additional service opportunities.
• Work closely with customers and internal finance/compliance teams to inform company revenue projections related to transaction model and fee optimization revenues.
• Act as main point of contact and business consultant for customer’s Chief Procurement Officer and/or their leadership throughout the life of the account.
• Building strong relationships at the executive level, including SVP, Chief Customer Officer, CEO, Chief Product Officer, to communicate the needs and strategic objectives of our most important customers.
• Proactively grow State and local government based cooperative programs from which TRX and FOP revenues are derived.
• Establish strong relationships with local government users registered in our TRX customer solutions.
• Collaborate with Marketing and Supplier Success teams to develop cooperative purchasing marketing and contract promotion programs.
• Act as liaison between suppliers and government customers.
• Work effectively with and manage distributed teams that may or may not report to you.
• Balance delivering the company’s strategic objectives with advocating for the customer.
• Create and deliver presentations to key customer contacts and stakeholders in order to deepen their understanding of the product offering.
• Improve customer satisfaction through clear, responsive and empathetic communication while showing the value of the products and services.
• Work closely with the Product, Services, Customer Experience, and other internal SOVRA teams to ensure smooth service delivery for the customer, both in the implementation process and then throughout the relationship.
• Manage, negotiate and execute customer contracts, amendments and renewals.
• Supervise, manage, mentor and otherwise support the customer team to ensure compliance with best practices to achieve targets and objectives.
• Set and evaluate annual performance objectives of the customer team, including periodic review and exploration of each team member’s potential.

Qualifications

• Hold a bachelor’s degree or equivalent in either business management, marketing, organizational behavior, computer science or other related disciplines.
• Minimum of 10 years in sales or account management in the IT sector, preferably in an enterprise software solutions provider for government entities, and/or 10 years in state or large local government leadership.
• Experience in functional leadership.
• Required: Authorized to work in USA—unfortunately we are not able to sponsor work visas or transfers at this time.

Requirements

• Be passionate about customer success and work across multiple functions within a diverse team to achieve outstanding results.
• Public sector and/or public procurement leadership background preferred.
• Ability to conduct thorough research and analysis.
• Possess problem-solving skills and present effective solutions, in a clear and concise manner with Microsoft Word, Excel and PowerPoint; translating complex technical information into simplified terms, both verbal and written.
• Business acumen linking data to operational challenges and opportunities.
• Proven ability to manage diverse workstreams, assess priorities, and allocate effort effectively to achieve business objectives.
• Demonstrated ability to impact, influence and interact within the various levels of an organization, achieving desired results through effective relationship building.
• Strong verbal and written communication and presentation skills, including great ease and presence with senior management.
• Available for regional travel (approximately 30 to 40%) by land and/or air.

Benefits

• At SOVRA, we are committed to fostering an inclusive and equitable workplace.
• We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other characteristic protected by applicable laws.
• We provide a work environment free from discrimination and harassment.
• We are committed to ensuring pay equity across our organization and regularly review our compensation practices.