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Regional Account Director
Job#: 450179
Positions: 0
Posted: 10/04/2017
Job Type: Full Time
Location: CA-ON-Toronto
Department: Sales
Category: Sales
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Job Description

Aptean, a global leader in enterprise application software (EAS), gives businesses of all sizes a competitive edge. We empower people and businesses with end-to-end, industry-specific solutions to address complex business challenges more effectively. Our software applications and professional services enable more than 9,000 customers, in more than 100 countries, to more successfully manage their business. Software built specifically for our target markets, aligned with deep knowledge across vertical industries, allow businesses to satisfy their customers; operate most efficiently; and stay at the forefront of their industry. The core values within our culture are be courageous, foster innovation, drive for results, and win together.  For more information, visit www.aptean.com.

The Regional Account Director (RAD) is a player/coach leading a high performing team that consistently delivers market leading results in new customer acquisition, cross-selling/up-selling, maintenance renewal retention rates, and customer satisfaction. The RAD will manage an assigned territory with a focus on acquiring new customers, maintaining and growing renewal rates, and identifying opportunities for cross-sell/up-sell  by establishing customer relationships based on delivering value to our customers.

The RAD must be proficient in creating/sustaining customer relationships; communicating the maintenance value proposition; managing negotiations; writing proposals; completing renewals; and closing sales professional services, software, and support services programs so that the RAD can coach Account Managers effectively in these areas. Each RAD will have a software and professional services bookings quota as well as specific targets for renewal rates within their assigned territory. The RAD will have responsibility for one or more product lines that target acquisition of new customers for new system sales (NSS), so some portion of the RAD’s target will be associated with NSS.

Essential Duties and Responsibilities

  • Establish accurate and detailed quarterly forecast commitments for a team of Account Managers and ensure performance at or above those commitments.
  • Manage team to ensure adherence to Aptean Account Management processes, including:
    • Creation and use of Account Plans
    • Creation and on-going maintenance of portfolio segmentation for each product line
    • Designation of At Risk customers and leading the internal and external efforts to retain those customers
    • Attainment of quarterly Maintenance Renewal targets
    • Maintain rolling twelve-month forecast in Aptean’s sales forecasting tool, Pivotal
    • Other processes as needed
  • Set individual objectives for each Account Manager, coach each Account Manager to meet individual and team objectives, and assist Account Managers in their continued professional development.
  • Ensure that Account Managers are proficient in the following tasks:
    • Protect and grow the maintenance revenue stream and proactively manage assigned accounts.
    • Identify opportunities to pursue new customers and cross-sell additional Aptean products, add-on licenses for existing Aptean products, and professional services to existing customers.
    • Manage a revenue and bookings quota and participate in frequent forecast reviews of assigned territory.
    • Manage basic negotiations and share lessons learned with less experienced AMs on any proposals and negotiations.
    • Working with Renewal Account Manager(s), process maintenance renewal activities following defined processes and systems, ensuring timely and accurate maintenance renewals are in place for all open agreements.
    • Work closely with Customers to ensure that all renewals are paid to Aptean on or before due date.
    • Manage the relationships with the customers/partners assigned to them, ensuring good communications and high customer retention.
    • Build relationships with those influencers and decision makers within each of their customers.
    • Maintain good industry and business knowledge and have an excellent level of product knowledge as is relevant for assigned customers/partners.
    • Effectively communicate company messages, value propositions, etc. verbally and in writing.
    • Enhance customer connections in a manner which ensures customer retention and high $/$ renewal rates as measured by quarterly renewal rates.
    • Assist broader account team to provide seamless customer interaction.




Skills/Requirements

Skills/Requirements

  • Four year college degree.
  • 7-10 years leading teams in Sales or Account Management or a similar customer-facing role with demonstrated experience delivering software sales above quota.
  • Experience selling to public sector customers is preferred.
  • Excellent sales, negotiation, objection-handling, and decision-making skills.
  • Must be motivated, goal-oriented with the proven ability to work with minimal direction and maintain a high level of collaboration across geographically diverse teams.
  • Ability to organize and prioritize activities to meet given deadlines.  Strong problem-solving and analytical skills and demonstrated drive for timely follow-up.
  • Possesses a high degree of honesty, integrity and ability to maintain confidentiality
  • Demonstrate a good knowledge of our products and be able to communicate the value they provide.  RAD’s territory may include multiple product lines that could meet a customer’s needs, so RAD must be able to determine the best product fit for the customer’s long term needs.
  • Strong oral and written communication skills with the ability to credibly present recommendations at senior levels in the organization.
  • Must be fluent in English – additional languages are an advantage.
  • Advanced Microsoft skills including Word, Excel, PowerPoint, Outlook
  • Experience of working with and understanding contracts
  • Professional image and interpersonal skills

If you are determined to give your best every day and you are seeking an opportunity to work with an amazing group of people, then apply online today!

If you require any accommodation assistance throughout the recruitment and selection process, please send an email to accessibility@aptean.com or contact us at 888 506 0711 and ask for Human Resources.  Let us know the nature of your request and your contact information and we would be happy to assist you.

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