Director Key Accounts

Job Title: Director Key Accounts

Location: Remote

About us:

For more than 40 years, SONIFI has provided guest technologies and professional services to help hoteliers improve guest satisfaction, simplify operations, and increase revenue. Our innovations have led the hospitality industry through many changes in guest behaviors, preferences, and technologies – and we continue to lead the way in creating more connected, smart digital hospitality experiences both now and in the future.

SONIFI’s culture of innovation enables us to be one provider who can deliver seamless guest experiences across a variety of solutions, including guest Wi-Fi and internet services, engaging interactive TV platforms, the widest entertainment offering in the industry, and smart device and system integrations.

About the Role:

The Sales Director of Key Accounts is responsible for primarily growing and maintaining SONIFI’s high-profile key accounts, as assigned by management. The role is responsible for expanding our footprint, leading the growth strategy and executive of acquiring high value accounts, expanding, and upselling existing business, and ensuring a high rate of retention through high quality relationship management and customer satisfaction. This is a high growth sales environment with commensurate quota assigned to drive revenue and gross profit growth objectives. You will be expected to effectively sell SONIFI’s full product offerings as it relates to your accounts. Account assignments will include some of the most important management companies, ownership groups, and other operators in hospitality or adjacent verticals. As such, you will be expected to proactively prospect and expand people maps with key decision makers and influencers (which may include architects, contractors, FF&E vendors, and other referral sources) to advance SONIFI’s market share and standing with each such account. You will be expected to take a strategic approach in your account plans to cultivate long-term success, while tactically driving business to meet quota. The role will need to collaborate effectively with team members within and outside sales, including sales engineering, product, marketing, finance, implementations, support, and other departments.

Responsibilities:

• Drive and manage sales pipeline, with prompt and accurate documentation in Salesforce. Forecast sales funnel from prospect through the entire sales cycle pipeline.
• Identify and grow opportunities within assigned account base to achieve and exceed quota.
• Ensure the appropriate solution is designed and proposed to meet the best mutual interest for the customer and SONIFI. Solutions should consider install ability, supportability, and customer satisfaction.
• Develop a trusted advisor relationship with customers by assessing and validating customer needs on an ongoing basis. Build and maintain strong, long-lasting customer relationships.
• Proactively conduct customer calls, sales pitches, presentations, with customers. Manage ad-hoc queries and enquiries generated by accounts. Closely partner with Customer Success to drive QBRs and ongoing successful engagements to drive retention and cross-sell / up-sell.
• Be an expert on all SONIFI products and solutions. Ensure ongoing education and knowledge refinement to ensure that you remain a trusted resource for customers.
• Problem solves for the customer, while coordinating the involvement of all necessary staff, including but not limited to shepherding high priority requests or incident escalations as needed.
• Collaborate closely with team members on sales targets, presentations, scheduling meetings, conducting sales pitches, and opening new business for SONIFI. Coordinate campaigns with Marketing, Product, and Operations to ensure successful execution.
• Contributes to SONIFI’s strategic planning, including performance objectives, financial targets, and critical milestones.
• Prepare and consult with internal departments to ensure site surveys, proposals, rate requests, contracts, etc. are followed up and are completed in timeframes acceptable to the client.
• Attend relevant trade shows and events to gather new leads and represent SONIFI positively and professionally.
• Balance needs of assigned accounts, prospecting, and Salesforce administration tasks to effectively achieve company assigned goals.
• Stay informed about the latest industry trends, technological advancements, and competitor activities.
• Function as a collaborative leader and role model for others on the team.

Qualifications:

• Four-year degree in Business or a related field or the equivalent combination of education and/or work experience.
• A minimum of seven (7) years’ experience in enterprise sales, preferably systems / software focus.
• Direct experience managing large relationships and several accounts. Ideally at least five (5) years’ experience selling hardware, content, and/or software to the Hospitality Industry.
• Successful history of driving account expansion and upsells within existing key accounts and achieving growth quotas.
• The qualified candidate will have the following essential competencies: Business Acumen, Communication Proficiency, Negotiation, Collaboration, Customer Focus, and Results Driven.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level. Build and maintain positive, professional relationships with difficult or demanding customers.
• Must have experience in delivering client-focused solutions based on customer needs and facilitating customer meetings.
• Practical use of Microsoft Word, Excel, Power Point, and Salesforce is required in performing tasks.
• Ability and willingness to travel up to 40% of the time, or as business needs dictates.

Benefits:

Generally starting at $75k -$115k annually with commission. The salary of the finalist selected for this role will be set based on a variety of factors, including but not limited to, location, experience, education, specialty, and training. This pay scale is not a promise of a particular wage. This position is also eligible for PTO, holidays, health, dental, vision, retirement plans, pet insurance, on-demand pay, and a variety of other benefits.

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