Director, Strategic Account Management

4/13/2022

POSITION SUMMARY

Compensation: Competitive, base + commission, benefits package, flexible workspace arrangement, accrual free vacation, professional development allowance

COMPANY OVERVIEW

Catalyte uses the power of data analytics to discover, train and advance software engineers that we deploy through a variety of software and services models. We directly tackle the growing need for software developer talent by expanding the supply of software engineers, particularly those from populations that have historically been overlooked and under-represented in the tech industry. We believe that while innate tech talent is abundant and distributed, opportunities to enter the industry are not.

Through the Catalyte Platform, we can scalably recruit, develop, and deploy onshore software talent cost-effectively and with consistent quality. We have developed core competencies around capturing and ingesting data throughout the talent development lifecycle, and using these insights to accelerate training and upskilling of our people. Headquartered in Baltimore, Maryland, Catalyte has a national footprint and serves medium-sized commercial enterprise, IT services, and Fortune 1000 customers across the United States.

POSITION SUMMARY

Strategic Account Management is responsible for managing and growing relationships with key clients while partnering with Catalyte stakeholders to deliver exceptional experiences and profitable outcomes. Assigned to specifically named clients, the Strategic Account Manager is responsible for leading and developing the account plan for each assigned client, building relationships at all levels, establishing a consultative partnership, and institutionalizing the relationship, resulting in client retention and revenue growth. Strategic Account Management will ensure client expectations are met/exceeded for the delivery of all services including staffing, projects, products, and services. Strategic Account Management is accountable for retaining and growing revenue at assigned clients through expanding the relationship with new managers, new projects, and new service offerings. This individual will work with the Chief Revenue Officer to identify areas for improvement that support growth of existing accounts, expanding Catalyte's tech talent offerings. 

 

This individual will have a proven track record in managing clients who purchase complex technology solutions or workforce development deals. This individual must be a highly effective executive who excels in a fast-paced, dynamic, rapidly growing entrepreneurial environment. They must have a strong track record of driving company-wide strategic initiatives and bring sound business judgment and strategic insight as a senior leader.


DUTIES AND RESPONSIBILITIES:


●  Build and enhance key client relationships through effective communication by phone, email, video calls and on-site engagement as aligned with Client expectations.

●  Serve as a primary point of contact and escalation point for all information and communication on critical operational issues (resourcing, contracts, performance, legal, billing).

●  Serve as the services consultant and subject matter expert for Catalyte offerings to educate and propose additional services.

●  Serve as coordinator for access to Catalyte resources responsible for operational processes, procedures, and policies.

●  Manage contract negotiations, RFP responses and coordinate support resources as needed.

●  Define and manage client success metrics and expectations, monitor and measure customer satisfaction, and succinctly communicate delivered value.

●  Facilitate resolution of contractual and accounting-related client support issues.

●  Identify, track and resolve all issues and risks associated with client satisfaction and retention.

●  Renew existing SOWs and discover/qualify/close additional opportunities.

●  Establish, maintain and expand client relationships cooperatively with Delivery to ensure successful delivery during pre/post sales engagement.

●  Develop and execute account plans; ensure internal alignment on account strategy by partnering with internal resources to execute account plans and manage client revenues accounts, etc in Salesforce

●  Identify and mitigate risks to client relationships

●  Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.


EXPERIENCE AND QUALIFICATIONS

 5-7 years of Sales, Client Services, Account Management or Engagement Management experience working within a technology and/or consulting environment required

  • Prior experience leading end-to-end initiatives, from generating to closing, with the ability to engage C-level executives throughout

●  Sales, up-sell and/or cross-sell experience.

●  Proven track record of meeting or exceeding performance and retention goals.

●  Experience managing a portfolio of enterprise and senior level client relationships in various stages of growth and execution.

●  Excellent written and verbal communication skills – Experience in an environment that required heavy client contact, presentation, documentation and follow up.

●  Persistent professional that is comfortable communicating with the client at all levels from Senior Executives to Technical Management

●  Demonstrate critical/creative thinking skills to manage complex scenarios and the ability to look around corners for new opportunities.

●  Sense of urgency with a high level of personal accountability and responsibility.

●  Ability to develop and maintain professional working relationships with co-workers, internal business partners, and clients.

●  Ability to understand and communicate escalations that may have technical complexity.

●  Experience in an environment where cross-functional collaboration is essential to accomplishing goals and objectives.

●  Experience in contract definition and negotiation (drafting statements of work, defining services and deliverables, etc.).

●  Ability to deliver results under pressure, work independently, and take ownership of relationships and responsibilities.

●  Strong critical thinking and situational awareness.

●  Strong analytical, organizational and interpersonal skills.

●  Ability to quickly build trust and rapport.

●  Self-motivated with a strong sense of accountability.

 

Catalyte provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.


COMPANY INFORMATION


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Job Type : Full-Time
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