Director, Strategic Accounts (account Management)

Role: Director, Strategic Accounts

Commitment: Full Time + for a High-Tech SaaS Company

Reports to: CRO

Direct Reports: Yes - Account Managers 

Location: Remote | Miami, Florida Headquarters

Travel: Short trips once per quarter, likely Miami or Tampa.

Tech Stack: G-Suite, Slack, Zoom, Salesforce, Groove.

Performance Objective for the Role:  Our mission is to empower Managed Service Providers (MSPs) and Internal IT teams with industry-leading solutions for Apple device management. We are devoted to ensuring that organizations can provide top-notch support and services, leveraging our innovative platform to maintain and optimize all of their Apple devices from a singular, intuitive interface. 

As Director, Strategic Accounts, your proven expertise in driving revenue & customer engagement will be foundational in building a new Account Management function from the ground-up.

Making an Impact: As industry thought leaders, our culture strives to have the right person/right seat and keep our customers front and center in everything we do. Managers continually assess if each person on the team “Gets It, wants It, and has the capacity to do it.” 

Four key competencies are needed: Strategic Customer Engagement, Revenue Growth and Expansion, Team Leadership, Cross-Team Collaboration.

This position is responsible and accountable for the following: 

• Meet and Exceed Revenue Growth Targets by spearheading growth  initiatives within Addigy's customer base.

• Lead the account management team (player/coach) focusing directly on our top “Growth-100" Strategic Accounts, account mapping, account planning, understanding business and technical personas (player).  As well as leading the Account Management team in achieving overall expansion MRR targets for Addigy (coach). This includes setting the priorities and providing day-to-day management and mentoring to the account manager(s).

• Collaborate with Customer Marketing, Growth Enablement and Customer Success teams to identify growth programs and achieve revenue targets.

• Understand the Value Framework and clearly articulate the value-add for our customer base.

• Provide “Voice of the Customer” Feedback.  Working with the VP, Sales and Product, provide input on roadmap initiatives to inform an understanding of  table stakes to compete and/or provide a competitive advantage. Provide recommendations for integration partners.

• Product Releases/Launches: collaborate with the customer focused marketing team to proactively plan, communicate and collaborate on product release information to the existing customer base.

• Pipeline Development & Promotions: Working with the cross-functional team, launch new promotions. (Product Marketing, Marketing, Design, Customer Success Managers, Sales, Operations, Support & Accounting)

• Sales Operations Analysis: Partner with System Administrators to design reporting for insights and success metrics.

• Subject Matter Expertise: Collaborate with the customer-focused marketing team to develop go-to-market strategies, messaging, positioning, and commercial strategy. Provide input for marketing collateral, website content, workshops, webinars and training initiatives to support growth.

• Participate in Trade Shows, the Customer Advisory Group and other customer events. Present at industry events as requested.

You’ll be successful by doing the following things:

• Deeply Understand Addigy customers. Use this insight to advocate for their needs and ensure the product delivers value.

• Understand your target market. Stay informed about industry trends and emerging technologies.

• Manage day-to-day activities of the Account Management team facilitating prioritization, identifying needed steps, understanding current processes, ensuring data health in Salesforce.com, setting new best practices and building efficiencies to support their ability to do more and deliver better, consistently.

• Highly organized. Vigilant task management needed to meet critical timeline touchpoints and follow ups.  Accountable for ensuring all systems and opportunities are up-to-date.

Scorecard: In this role, you’ll be accountable to hit the following numbers each month:

• Monthly, quarterly and annual expansion revenue targets

• Pipeline development - generate ‘top-of-funnel’ needed in pipeline coverage to consistently meet/exceed MRR targets

• Successfully aligned to growth targets on the top 100 Named Accounts/Strategic Accounts

Compensation: Your success will be measured and recognized through base compensation, commissions, and an annual incentive bonus, based on company performance and personal achievement. 

Other Expectations as part of the Addigy Team: 

• You and your manager will set quarterly Rocks/performance milestones at the beginning of each quarter. At the end of each quarter, you’ll review your progress during your Quarterly Conversation.

• As the Account Management leader, you will Lead, Manage and hold your team accountable (LMA) by setting quarterly Rocks/performance milestones at the beginning of each quarter/each month for each of your direct reports. At the end of each quarter, you’ll review the progress of each of your direct reports through Quarterly Conversations.

• Prepare for, lead and/or participate in Weekly 1:1 meetings with your manager and direct reports.

• Capture you/your team’s measurable results on the weekly scorecard in Ninety.io or another system.

• Prepare for, lead and/or participate in all weekly D10 Team Meetings.

• Attend and present at All Hands Meetings and other company events as requested.

• Attend other cross-functional team meetings as requested.

Best Practices: Addigy leverages EOS (Entrepreneurial Operating System.) To learn more, review Addigy’s VTO (attached),  view this video on Level 10 Meetings, or other videos on the website, or listen/read Traction by Gino Wickman. 

Your success will help us create the “Most Loved Brand in IT!”

ABOUT ADDIGY:

Who is Addigy? We are a successful, growing, Miami-based SaaS company. We build amazing software to support the Apple Community. In fact, Addigy is the most powerful tool for organizations of all sizes to manage their Apple devices! We are continuously listening, learning and evolving our solutions, and our customers love us! 

Our Passion: We empower IT professionals to deliver the BEST Apple experience.  

Our Niche: Security, Scalability and Apple Expertise. 

Our Three Uniques: Our Platform, Our People, Our Process.

Our 5 Year Target: To be the LEADING platform that revolutionizes Apple Management!

Our Core Values: Humble, Hungry & Smart.

• Humble: I compliment or praise colleagues without hesitation. I easily admit to my mistakes. I am willing to take on lower-level work for the good of the team. I gladly share credit for team accomplishments. I readily acknowledge my weaknesses. I offer and accept apologies graciously.
• Hungry: I do more than what is required in my own job. I have passion for the “mission” of the team. I feel a sense of personal responsibility for the over success of the team. I am willing to contribute to and think about work outside of office hours. I am willing to take on tedious or challenging tasks whenever necessary. I look for opportunities to contribute outside of my area of responsibility.
• Smart: I generally understand what others are feeling during meetings and conversations. I show empathy to others on the team. I demonstrate an interest in the lives of my teammates. I am an attentive listener. I am aware of how my words and actions impact others on the team. I adjust my behavior and style to fit the nature of a conversation or relationship.

Target MarketOur primary target market includes Managed Service Providers and Internal IT departments that require a powerful yet easy-to-use solution for managing Apple devices within their network. Whether for small businesses or large enterprises, Addigy aims to be the go-to platform for organizations that value streamlined workflows, enhanced productivity, and robust security management.Core Solutions:

• Device Management & Information: Addigy consolidates your Apple device management into one robust platform, allowing for real-time monitoring, maintenance, and reporting of macOS, iPadOS, and iOS devices.

• Monitoring & Remediation: We provide proactive tools for IT teams to preemptively address issues, perform remote troubleshooting, and ensure device security and compliance across the organization.

• Customizable Configuration: Tailor your device management with custom configurations, policies, and automation that align with your specific IT strategies and business requirements.

• Lifecycle Management (On & Off-boarding): Navigate effortlessly through our user-friendly console to manage devices, with features accessible to both expert IT professionals and those newer to device management.

• Security & Compliance: Addigy is committed to the highest standards of security, offering secure access controls, encrypted communications, and regular compliance updates.