Vice President, Strategic Account Management

Location: USA—Work from home #LI-Remote

mdf commerce Inc. is an international team of approximately 650 experts who develop a broad set of SaaS solutions to optimize and accelerate commercial interactions of its B2B and B2G customers.

Working in the GovTech sector for our new brand SOVRA, we are currently looking for a Vice-President, Strategic Account Management to join our team.

What will your main responsibilities loo3k like?

In this role, you will be led to:

• Plan and execute strategic client retention and existing customer revenue growth strategies.
• Lead, develop and grow an Account Management team responsible for 
  1. Customer retention at 95% or greater.
  2. Upsell and cross sales within the existing customer base (prospecting, development of proposals/RFIs/RFPs, contract negotiations and hand-offs to Service/Support teams), and
  3. Lead generation for upsell and cross sales opportunities (inbound lead management, outbound lead campaigns and sales appointments).
• Coach and motivate the Account Management team via strategic guidance, sharing of industry best practices.
• Ensure the attainment of account management objectives by leading the account management process and providing direction and recommendations to improve sales.
• Ensure that all team members are product knowledge experts to adequately facilitate customer support and advise customers with the right service offering as per their procurement needs.
• Evaluate direct reports’ performance and provide coaching on an ongoing basis.
• Review and monitor the team’s work deliverables to ensure high quality standards.
• Define account management targets and oversee account management staff compensation and incentive programs.
• Develop and drive the strategic account management plans and strategies in line with the company’s growth objectives, focusing on best practices to maintain existing customers with a high level of satisfaction and referencability.
• Act as the business escalation contact for key decision makers at strategic customers and participate in closing strategic opportunities with existing strategic customers.
• Participate in industry and customer conferences and events to maintain customers and develop opportunities within the existing customer base.
• Relay customer retention needs to the Leadership team.
• Participate in the annual budget planning exercise for revenue forecasting and business development costs.
• Define, provide and maintain actionable recommendations from account management reports, including pipelines, retention/upsell forecasting (against revenue budgets).
• Ensure high-level of CRM and CLM discipline and data quality for account management activities (temperature, referenceability, opportunity value, renewal status).
• Build scalable Account Management approach; and
• Define, monitor and report on performance indicators for the Account Management team.
• Work closely with the:
  1. Market Strategy team to develop upsell/cross sell programs and to ensure the creation of successful account management collateral to support such programs.
  2. Account Management, Service and Support teams for a successful customer success transition and discuss strategies in future upsell and cross-sell opportunities.
  3. Product and Service teams to increase customer adoption and commercial potential of our product and service offering.
  4. Leadership team to ensure alignment across company goals.

Desired profile:

• Communication: Excellent communication skills in English (written, spoken and presentation).
• Account Management: Ability to strategically nurture customers, displaying high standards of customer cause at all times.
• Experience in public procurement.
• Sales: Strong negotiation, creative thinking skills, “Farmer” and results oriented.
• Leadership style: Positive leader, interested in their employees’ development as well as the bottom line.
• Mindset: Driven, energetic, self-starter and strong team player.
• Employee Management: Ability to manage a team composed of members working either remotely or on-site.
• Strong working knowledge of Microsoft Office Suite.
• Travel: 35%.

Qualifications:

• Five (5) years of account management leadership, with track record of building, scaling, and coaching high-performance sales team, composed of pre-sales, sales directors and inside sales functions.
• Ten (10) years of sales experience, with track record in developing new client and partner acquisition strategies, managing key prospect relationships and successful closing of strategic opportunities.
• B2G SaaS experience, with strong understanding of SaaS and subscription business models.
• Strong experience in public procurement, an asset.
• Experience doing business development in the United States, an asset.
• Experience using a CRM and CLM to manage team account management tasks and reporting—knowledge of Salesforce, an asset.

Our offer:

• A flexible work schedule (40 hours/week).
• Work equipment provided while working from home.
• Competitive benefits, 401K, and compensation programs.
• Flexible paid vacation, personal, and sick days off.
• Closed office during the holidays—Paid vacations between Christmas and New Year’s Day.

Thank you for your interest in mdf commerce. However, only selected candidates will be contacted.

mdf commerce subscribes to a program of equity and equality in employment.

mdf commerce, through its wholly owned subsidiary International Data Base Corp., doing business as BidNet, participates in E-Verify. If selected for employment, you will be required to provide your Form I-9 information to confirm that you are authorized to work in the United States.

mdf commerce, a través de su subsidiaria de propiedad total International Data Base Corp., que opera bajo el nombre comercial BidNet), participa en E-Verify. Si es seleccionado para empleo, se le solicitará proporcionar la información de su Formulario I-9 para confirmar que usted está autorizado para trabajar en los Estados Unidos.