Key Account Director

About the Role

The Key Account Director (KAD) is the overall account leader for Validity’s key accounts. The KAD is responsible for growing revenue from existing customers by nurturing and expanding trusted advisor relationships with customers, gaining a deep understanding of customers’ needs and developing strategic account plans which include compelling business cases mapped to new persona customer contacts.

The KAD will leverage a deep understanding of customer needs, processes, strategies and goals to create a roadmap of near and long-term growth targets within key accounts.

Team Dynamic

• Commitment to Win - Consistently achieve their personal and professional goals
• Intellectual Curiosity - A strong desire to learn and understand and ask thoughtful questions
• Critical strategic thinking - The ability to find and synthesize information, apply logic to problems, and quickly analyze information to provide a recommendation
• Coachability - You are humble, acknowledge strengths and weaknesses, and take feedback well. Able to self-diagnose and translate into an actionable solution
• Strong communicator
• Self-Starter who can work independently and with a team as necessary to secure business
• Passion for providing solutions to ensure our clients’ success

Position Duties and Responsibilities

• Achieve trusted advisor status individually as well as establish, nurture and grow relationships between accounts and internal executive teams.
• Learn and understand customers’ strategic objectives, growth plans, tech stack, competitive landscape and industry trends.
• Take overall ownership of the end-to-end sales process utilizing MEDDPICC for key accounts. Coordinate and communicate cross-functionally to ensure internal and external stakeholders are aligned and appropriate resources are applied as needed.
• Develop detailed account plans which tie closely to customers’ strategic objectives as well as define a clear growth plan and achieve revenue targets. Create demand.
• Upsell, cross-sell and renew accounts achieving retention and growth targets.
• Develop deep industry and product knowledge and expertly command value-based messaging to customers.

Required Experience, Skills, and Education

• 10+ years managing key or enterprise-level relationships across multiple buying centers for a book of business valued at 2.5 million or more.
• Demonstrated track record of achieving retention and growth targets.
• Proven business development and value-based selling capabilities
• Strong business acumen, operational and analytical skills. Ability to understand complex business environments, structures, drivers and manage your book like a business.
• Ability to think strategically and execute tactically.
• Sales cycle and negotiation expertise
• Ability to cultivate productive client relationships.
• Well-developed strategic thinking and problem-solving skills.
• Exceptional verbal and written communication skills as well as effective and persuasive presentation skills
• Ability to travel as much as needed.
• This is a hybrid role; in-office days are Tuesday, Wednesday, and Thursday.

Preferred Experience, Skills, and Education

• Bachelor’s degree
30+ days ago