The Account Director is responsible for the sale of OneStream SaaS solutions. The role requires Account Directors to successfully retain and grow the existing solution footprint and meet and ideally exceed your quota.
Requirements
- Opportunity Identification: Proactively identify new sales opportunities within the existing customer base by understanding their evolving needs and challenges and OneStream’s value proposition.
- Upselling and Cross-Selling: Introduce additional products or services that meet the evolving needs of our customers, driving upsell and cross-selling opportunities.
- Internal Reporting: CRM knowledge transfer, sales pipeline management, and proposal preparation.
- Self-Sourced Pipeline: Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
- Be Business Partner to your Customers: Provide proactive and consultative guidance that will add value to their business objectives, ensuring high retention and net revenue growth for OneStream.
- Position OneStream: Articulately and effectively convey the OneStream value proposition via written, virtual and in-person presentations, by leveraging custom business cases, marketing assets and customer success stories.
- Enable your Customer Champions: Prepare joint business cases that align prospects and customers’ business objectives with OneStream’s solutions and value propositions and leverage them in sales cycles to establish and build alignment to support revenue generation.
- Develop and execute business plans to achieve sales targets.
- Accurately track and forecast sales opportunities.
- Grow pipeline via direct efforts / prospecting, as well as via business partners such as Customer Success, Business Development, Marketing, and Alliances.
- Ensure timely and accurate knowledge transfer across internal teams, such as Business Development, Pre-Sales, Alliances, and Customer Success, as well as to external collaborators such as Customers, Prospects, and Alliance Partners.
- Assess prospects and customers’ needs for OneStream offerings via research, discovery sessions and solution demonstrations.
- Prepare joint business cases that align prospects and customers’ business objectives with OneStream’s solutions and value proposition and leverage them in sales cycles to establish and build alignment to support revenue generation.
- Prepare proposals and SaaS agreements to prospects and customers to drive sales.
- Identify opportunities for OneStream to use case expansion within customer accounts to drive additional revenue.
- Develop comprehensive proposals in response to client and prospect requests.
- Actively role model sales professionalism, may engage as a coach and mentor across the Sales teams.
Benefits
- Transparency around corporate structure, salary, and benefits.
- Core value of customer success.
- Variety of project work (not industry-specific).
- Strong culture and camaraderie.
- Multiple training opportunities.
