Key Account Director
Job description
About the role
In this pivotal position, you will be tasked with overseeing a significant client account, with a primary focus on enhancing the utilization of our AI platform throughout the client's organization. Your role will center on strengthening relationships and maximizing the value derived from this key partnership. This opportunity blends elements of strategic sales, customer success, and comprehensive account management, making it essential for driving growth and innovation. You will act as the primary executive liaison, ensuring that the client's ambitions are translated into actionable strategies within our product ecosystem. Success in this role will be defined by your ability to identify and drive new use cases that deliver measurable business impact. You will be responsible for translating high-level client objectives into structured plans that leverage our technology. Furthermore, you will challenge the status quo to unlock latent value within the client's organization. Ultimately, your work will ensure the partnership delivers on its strategic promise.
Key facts
What you'll do
Develop and execute a strategic account growth plan aimed at increasing the account's value by 5 to 10 times over time.
Advocate for your client's needs within the organization, working closely with Product and Engineering teams to shape our development priorities.
Lead intricate enterprise sales processes for new offerings, from identifying potential use cases to overseeing deployment and user adoption.
Facilitate large-scale implementations of new solutions across various teams and geographical locations to ensure seamless integration.
Engage in regular travel to client offices across the UK, Europe, and the US to reinforce relationships and drive ongoing engagement.
Conduct in-depth analysis of client usage data to uncover expansion opportunities and success gaps.
Translate complex product capabilities into clear narratives that resonate with C-suite stakeholders and operational leaders.
Build and maintain a multi-threaded relationship network that spans economic buyers and day-to-day users.
Own the end-to-end commercial lifecycle, from opportunity creation to renewal negotiations and advocacy building.
Champion client feedback internally to influence product direction and service enhancements.
Collaborate with marketing to develop compelling case studies and reference stories from the account.
Identify and mitigate risks that could jeopardize the long-term health of the relationship.
Define and track executive-level success metrics that demonstrate the tangible value of our platform.
Proactively manage contract reviews and scope discussions to align with evolving client needs.
Requirements
A minimum of 8 years of experience in roles involving direct interaction with or sales to prestigious firms such as BCG, EY, PwC, or other Big 4/MBB organizations.
In-depth understanding of the organizational structures, decision-making processes, and strategic objectives of target firms.
A well-established network of senior-level contacts (Partner or Managing Director and above) within the targeted firm.
A proven track record of successfully expanding large enterprise accounts or achieving notable commercial outcomes.
Familiarity with consulting and professional services workflows across a variety of business lines, extending beyond commercial due diligence.
Capability to create and implement strategic account plans, effectively executing them through meetings, proposals, and successful deal closures.
Comfort in a commercially driven, results-oriented role that demands a proactive approach.
Excellent communication and presentation skills, enabling you to engage effectively with senior partners and convey product value compellingly.
An innate ability to recognize how AI tools can enhance workflows and articulate that vision to various stakeholders.
An entrepreneurial spirit, thriving in dynamic environments and adept at establishing new processes.
A genuine passion for AI and its transformative potential within consulting and professional services.
Strong analytical skills to interpret business challenges and formulate data-backed solutions.
The discipline to manage multiple priorities in a fast-paced, deadline-driven environment.
A consultative mindset focused on solving complex problems for sophisticated clients.
Nice to have
A keen interest in AI, coupled with informed insights regarding its future implications for the consulting and professional services sectors.
Experience in managing cross-functional teams or projects that involve multiple stakeholders.
Familiarity with data analytics and its application in driving business decisions.
Practical notes
The position offers a range of benefits, including private health insurance, a gym membership at Third Space, complimentary dinners for late work, daily team lunches at our London headquarters, and frequent company offsite events in exciting locations such as Crete and Cancun. This role not only promises a rewarding career path but also a vibrant and supportive work culture that values employee well-being and team collaboration.