Account Director, Nordics

Account Director, Nordics/ Benelux Region

Brief Description

Are you looking to play an important role in a winning team? Are you excited by the Fintech space and want to join an innovative and market leading organisation? Do you want to work for a fast-paced global company with a great culture? If the answer to these questions is yes, then we want to hear from you!

Summary

Smart Communications is looking for a talented Account Director level sales manager who will be responsible for developing specified and vertical market offerings across the Netherlands, Belgium or the Nordics. This role will capitalise on the recent successes, working with the existing sales team for the development of new logos and management of the current account base. Primary activities will include:

• Creation of a strong pipeline of new business opportunities in net new logos
• Revenue generation from allocated existing accounts
• Focus on sectors across Financial Services to include Retail Banking, Investment Banking and Wealth Management, Insurance and Healthcare
• Working with strong partners including Salesforce, Keylane, Pega, Guidewire, Canon / Nokavision and the major SI’s
• Working with the marketing operations team for effective Demand Generation

Candidates should be comfortable with €250,000+ complex SaaS sales and 6-9 month sales cycles. They should also be able to demonstrate a track record of dealing with high level business and IT contacts within both customers and prospects.

About Smart Communications

Smart Communications is a leading technology company focused on helping businesses engage in more meaningful customer conversations. Its Conversation Cloud™ platform uniquely delivers personalized, omnichannel conversations across the entire customer experience, empowering companies to succeed in today’s digital-focused, customer-driven world while also simplifying processes and operating more efficiently. Smart Communications is headquartered in the UK and serves more than 650 customers from offices located across North America, Europe, and Asia Pacific.

Smart Communications’ Conversation Cloud platform includes the enterprise-scale customer communications management (CCM) power of SmartCOMMTM, forms transformation capabilities made possible by SmartIQTM and the trade documentation expertise of SmartDXTM. In 2021, the company acquired Assentis, a leading European software solutions provider specializing in customer communications management (CCM) with a focus on the financial services industry. To learn more, visit smartcommunications.com.

The responsibilities of the role include:

Deliver revenue, and develop and manage your territory/sector to:

• Exceed quota in annual software SaaS revenue, producing consistent quarter by quarter revenue growth through new business opportunities.
• Further develop Smart Communication’s value propositions in defined sector(s).
• Build understanding and knowledge of Smart Communication’s competitive advantage and be fully confident presenting and demonstrating to prospects and partners, as well as internally within Smart Communications.
• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.

Demonstrate strong communication and collaborative working skills by being able to:

• Contribute to Smart Communication’s partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
• Map and build senior level relationships across the sector and partner organisations.
• Partner effectively with internal teams, such as pre-sales, professional services, alliances, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer.
• Ensuring Smart Communications remains ahead of the competition by sharing competitive knowledge acquired.

Effectively manage sales processes to mitigate risk to Smart Communications, including:

• The commercial & legal negotiation process in partnership with Smart Communication’s legal representatives.
• All stages of the bid process, using Smart Communications’ resources in the most effective way.
• Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, using Solution Selling methodology on major opportunities and providing accurate forecasts.

Be an active team member of the global Smart Communications team by:

• Participating in Smart Communications company initiatives.
• Familiarising yourself and complying with company procedures.
• Always being an advocate for Smart Communications.

Performance Indicators:

• Constantly meet and exceed financial revenue targets.
• Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
• Develop a marketing plan with Smart Communications Business Development and Marketing.
• Accurately forecast using Salesforce.com.
• Maintain Account plans for major opportunities and target accounts.
• Maintain positive 360⁰ feedback from Smart Communications colleagues.
• Build and maintain a set of productive partnerships.
• Customer retention.
• Demonstrate strong product and competitive knowledge.

What we’re looking for:

Must have skills/experience:

• Proven track record selling high value SaaS solutions and/or software licenses in the defined sectors in Benelux and/or Nordics.
• It would be highly advantageous to have a good understanding of:
• CCM, ECM & BPM Solutions
• Document Composition Solutions and general CCM market drivers
• Web and Mobile Content Management
• CRM (One to One marketing, 360’ view of a customer etc.)
• Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
• Proven ability to interpret client’s business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions.
• A track record in building and growing business in the aforementioned regions quickly.
• Excellent presentation, verbal and written communication skills.
• Sound technical understanding of the Smart Communications solution
• Ability to demonstrate solution and talk through highlights of the systems architecture.
• Resilient during competitive evaluations, demonstrating robust commercial decision-making and negotiating skills.
• Consultative sales approach with an inspirational ‘Can do / Will do’ attitude.
• Comfortable with Salesforce.com and solution selling, Target Account Selling (TAS) and/or other sales methodologies.
• Bounce-back-ability.
• Ability to travel regularly.
• As Smart Communications’ global business language is English, candidates must be able to communicate fluently in English. Where the local language of territory covered is not English, then fluency in one or more of the local languages is also required.

We look for the following SMART values in everyone we hire at Smart Communications:

• Speak Openly - We are positive, creative, helpful, kind and we have fun. We listen and provide constructive feedback. Through meaningful conversations we encourage each other to be the best that we can be. We’re not complainers we’re problem solvers.
• Make a Difference - We focus on the things that matter and prioritize the things that have the greatest impact. We celebrate success and hold ourselves accountable for our choices. We don’t sit on the sidelines.
• Agile & Flexible - We are focused on evolving, improving and growing. We think differently and challenge the status quo with open minds. We ask ‘why?’ so that we can help remove complexity. We don’t allow hurdles to get in our way.
• Results-Focused - We get stuff done by being efficient, working at pace and paying attention to detail. We focus on finding solutions and fixing things. We don’t believe in being busy for the sake of being busy, we focus on productivity.
• Teamwork - We are stronger and better together. We collaborate, trust and support each other to deliver results for our company and our customers. We don’t want anyone to feel disengaged, we’re in this together!

What’s the deal?

We will provide you with the tools, equipment, and support to give you the best possible chance of success and over-achieving your goals. Salary will depend on your experience and will be highly competitive. All our packages include an annual bonus based on the Company’s performance, so we are all incentivized to over-achieve!

This role is fully remote.

So, if we interest you, please let us know by applying for this position and tell us all about yourself.

Please note: we only consider applicants with current legal right to work in the countries in which our positions are based. All qualified applicants will receive consideration for employment regardless of colour, religion, sex, national origin, sexual orientation, age, disability, marital status or gender identity.

To learn more about Smart Communications visit: https://www.smartcommunications.com/