Senior Account Director

Sydney, Melbourne, and Brisbane applicants welcome!

About RecordPoint

RecordPoint develops automated technology that provides global standards-compliant records management. Our solutions are designed to solve the complexity of information governance for Office 365, SharePoint, OneDrive, Exchange, Box, Confluence, and more. As a Gartner recommended “Cool Vendor” RecordPoint leads the market globally in providing technology that makes compliance easy, efficient, and secure for customers.

About the role

As a Senior Account Director at RecordPoint, you’ll be the primary management contact point for the top 20 accounts and new strategic customers post-sale. Being an advocate and focal point for customer contact throughout the life-cycle, you will ensure customers successfully realize the value in RecordPoint and therefore continue or expand their relationship. 

We’re looking for the kind of person who loves a challenge, thrives in people-centric situations, and pushes for the best outcome for all parties. With the rapidly changing software industry, you'll also be constantly learning and improving your own skills and knowledge, which will ultimately help to grow our teams and products.

What you will do: 

• Identify and pursue opportunities for growth by maximising the value of RecordPoint to existing accounts.
• Advocate for customers internally to ensure renewal and reduce churn. 
• Ensure that all customers are fully deployed and operational as soon as practical 
• Maximise the value of RecordPoint to customers to ensure renewal 
• Engage with customers and local field teams post-sale to accelerate deployment and identify any areas of focus to have a successful referenceable project. 
• Support customers with problems and escalations and ensure that they are appropriately managed through to a successful and commercial conclusion. 
• Provide feedback to the product and consulting/delivery teams on customer needs and wants and identify patterns in customer requirements that can be prioritised and addressed. 
• Develop and maintain strategic account plans for top 20 accounts.
• Identify at-risk accounts and implement appropriate remediation plans. 
• Prepare commercial proposals for product or services sales to existing customers. 
• Provide thought leadership and input into customer success management processes and methodologies
• Liaising with local RecordPoint delivery teams and customers to define engagement models and a clear plan for deployment/usage including identification and resolution of blockages. 

What you’ll be Responsible for:

Sales and Account Management 

• Sales activities as directed  
• Assist in the achievement of the regional sales targets by working with the field team 
• Assist in the coordination of field sales, sales engineering, field marketing, and operations teams 
• Support a range of clients in their use of RecordPoint software and services 
• Act as the liaison between clients and support when required 

Channel 

• Assist in the management of a sustainable network of Partners  
• Identify ways to improve partnering  
• Identify and communicate any Partner training needs to the Customer/Partner Success team 
• Resolve sales conflicts between Partners, or between Partners and RecordPoint. 
• Ensure that all dealings with Partners and Customers are fair, honest, and consistent 

Marketing  

• Assist the central marketing team in the execution of local marketing initiatives  
• Drive direct and through partner lead generation campaigns  
• Assist in the identification and preparation of content to support local and international initiatives 

Sales Operations 

• Assist in the updating of CRM to support pipeline accuracy, forecasting, contact, and partner details 
• Maintain CRM and report accurate per month/quarterly and YTD data on performance 
• Ensure CRM usage, sales activities, and sales processes are adhered to 

General 

• Maintain an up to date knowledge of the RecordPoint products  
• Travel may be required to assist with customer and partner relationships, or field marketing. 
• Work hours may vary based on region coverage. 
• This role may also include other duties as required.  

About you

Previous experience in a fast-growing SaaS technology company that has a market presence with government, finance, or highly regulated industries is preferred. 

You will need to have a combination of strong technical skills with good interpersonal and presentation skills.

• Must have experience with Records Management/Information Management/Enterprise Content Management (ECMS/ERMS)/Content Management 
• You are commercially minded and passionate about finding innovative solutions to solve problems
• 5 years of relevant experience in enterprise software as a service implementations
• Strong presentation/demonstration skills, effectively working directly with internal teams, customers, and executives
• Demonstrated ability to manage a high volume of activities with varying priorities
• Exposure to Pricing, Revenue Management, and Quote/Bid practices
• Solid knowledge of records management, information security, and compliance principles
• Proven analytical and problem-solving abilities
• Proven experience working with enterprise clients in highly regulated industries ie. Government, Finance, Oil & Gas
• Bachelor’s or Master’s degree in applicable field