Key Account Director Client Services London

About us

AddIn365 are one of fifteen Microsoft partners globally to have Content Services Charter Partner status. As experts in the delivery of digital employee experiences, AddIn365 are recognised as best in the world for our SaaS product offering and information architecture approach.

This is why some of the world's most recognisable brands choose to work with AddIn365 to deliver their digital employee experiences, including: WPP Group, Lotus, St James's Place, Wincanton and AstraZeneca.

Our mission is to help people do their best work using Microsoft 365. In doing so, we help organisations to utilise Microsoft 365, maximising their return on investment.

About the role

Are you a seasoned sales professional ready to elevate your career to the next level? AddIn365 is seeking a dynamic individual to join our team as a Key Accounts Director. In this role, you will have the opportunity to lead and grow our biggest existing accounts with plenty of net new revenue opportunities.

As the Key Accounts Director, you will play a pivotal role in developing new relationships within the key account, aligning their business objectives with our product and service offerings. Your primary objective will be to drive growth by developing new relationships within the client account, understanding client needs, crafting tailored proposals, and securing buy-in for our solutions. Additionally, you will be responsible for client retention and satisfaction, ultimately driving long-term partnerships. If you thrive in a target-driven environment and possess exceptional sales skills, we want to hear from you!

As a Key Account Director at AddIn365 you will:

Key account planning:

• Ownership of key account growth plans with ongoing mapping of existing and target relationships. You will own an activity plan to meet new points of contact.
• Initiate regular touchpoints with key stakeholders beyond formal business reviews to maintain an ongoing dialogue and strengthen relationships.
• Accurately forecast sales and weekly reporting on progress against KPIs.

Driving growth:

• Develop an account strategy to drive growth through new contacts.
• Proactively seek introductions from existing contacts and run client events to expand our network within the client.
• Accurately recording opportunities within Salesforce.
• Utilise MEDDIC or other sales methodology to forecast accurately to win or qualify out all identified opportunities.
• You are always on top of the AddIn365 product roadmap and can consider opportunities for future releases within the key account client base.

Becoming a trusted advisor:

• Establish and maintain relationships with C-level executives within client organisations, serving as a trusted advisor on strategic initiatives and business challenges.
• Anticipate and mitigate potential risks that could impact the success of key accounts, such as market changes, competitive threats, or organisational changes within client companies.
• Anticipate client needs and proactively offer value-added insights, resources, or support based on your experience and understanding of the technology landscape.
• Develop strategies to proactively address potential renewal risks and secure long-term commitment from clients.
• Lead strategic QBRs.

Key account retention:

• Monitor key account metrics, including product use and NPS.
• Where product use or NPS requires optimisation, you will own and manage optimisation strategy and execution.
• Manage the key account renewal in a timely fashion at the renewal point.

To excel in this role, you will have:

Client focus:

• You are experienced in developing strong relationships with clients, that are value-led.
• You are comfortable in engaging with C-suite executives within client organisations, effectively communicating the value proposition of AddIn365 solutions and building executive-level relationships.
• You will demonstrate the ability to pick up the phone and confidently book meetings with existing or new points of contact within client organisations.
• You thrive on face-to-face interactions with clients, enjoying the opportunity to build rapport and strengthen relationships through in-person meetings.
• You will recognise new business opportunities where AddIn365 products and services can help clients meet their organisational objectives.

Goal orientation and resilience:

• You embrace a target-driven environment with resilience and determination.
• You have a proactive mindset and a drive to go the extra mile to achieve and exceed sales targets.

Track record:

• You have a proven track record in independently selling value led solutions that are formulated, following the client sign-off process and convincing broader stakeholders where wider organisational alignment is needed.
• You have an in-depth understanding of the full capabilities of SharePoint Modern, OneDrive and Microsoft Teams. Experience selling 3rd party software products.
• You have a consistent track record of exceeding sales targets in a SaaS environment.

Business acumen:

• You have a strong understanding of the digital workplace market and the needs and challenges of our clients.
• You can analyse data, identify opportunities, and make strategic recommendations.
• You have strong problem-solving, and decision-making skills.

What's in it for you?

At AddIn365 we are driven by a high-performance culture and our four core values of integrity, simplicity, quality, and continuous improvement. We strongly believe in creating a positive and supportive work environment. As the Key Account Director, you will have the opportunity to:

• Work in a thriving environment by immersing yourself in a vibrant, goal-oriented culture where your resilience and success in hitting targets will be celebrated and rewarded.
• Grow our biggest accounts with plenty of net revenue opportunities.

Our benefits include:

• Competitive salary and OTE (£70,000 base + up to £57,000 commission + £10,000 potential bonus for achieving targets)
• Comprehensive private medical insurance.
• 25 days paid annual leave plus UK bank holidays.
• Discounts and perks from many different high-street brands.
• Hybrid working environment (our office days are Mondays, Thursdays and Fridays creating the perfect environment to learn from each other and benefit from the knowledge and experience of the whole team, allowing us to produce industry-leading work.)
• Top of range equipment and work-from-home set-up.
• Pension contributions.
• Regular team socials.