MarketsandMarkets - Associate Director - Strategic Accounts - Client Services - Europe/North America

ABOUT MNM:

MarketsandMarkets- is the world's largest revenue impact company, serving over 7,500 customers. Nearly 80% of the top 2,000 companies rely on us for the identification of new high-growth and profitable niche opportunities. Companies choose MarketsandMarkets- to stay ahead of the curve and accelerate their revenue performance and growth by 6-12 months, giving them a unique, first-mover advantage.

MARKETSANDMARKETS IS THE MOST RELEVANT CHOICE

All companies are keen to understand how a shift in the revenue source of their client-along with their clients' clients-will impact their revenue. Also, all B2B companies worldwide are estimated to lose 50% of their revenue generated through old revenue sources and pivot to new sources (new technologies, use cases, ecosystems, markets, products, partners, and so on). This shift is equally applicable to their clients and clients' clients. MarketsandMarkets helps to foresee these shifts and help companies benefit from them, instead of getting disrupted. We not only help them to prepare for these shifts in advance but also to capitalize on their leadership skills.

We are growing our team in multiple locations. We are therefore looking for an Associate Director - Strategic Accounts to join us.

ROLES & RESPONSIBILITIES -

- Be part of the MnM culture and the way we define growth: Simply put, we believe that our client's growth leads to our growth; every moment we think of how to increase your customer base, increase sales, and ensure business growth and customer retention for you and your clients. You will "find your way" to achieve your desired goals at MnM and keep growing.

- At MarketsandMarkets, we feel proud of ourselves to help our clients increase their revenue, improve their interconnections/convergence of ecosystems, and help identify the blind spots impacting every decision. Most clients and their clients are going to lose 50% of their revenue from old sources and pivot to new technologies, use cases, and ecosystems.

- To compensate for this loss, we are looking for a leader aspiring to benefit global enterprises and mid-market segments that are worth USD 25 trillion.

As a Client Services leader, you will primarily be required to do the following activities:

- Sell our idea of revenue growth to our top accounts in the region. These will be our large, targeted accounts from whom we expect major growth. Your role will be to work with their HQ in the region as well as support in penetration of these accounts in key regional markets

- Assist in implementing the short- and long-term plans and goals pertaining to your account (each account/prospective client has a multi-million revenue potential, but a part of these accounts only has a transactional relationship, while others have signed subscription engagement agreements. Recently, we have been successful in closing several accounts from 60K to 300K and aim to grab more accounts. We are also focused on adopting new ways to maximize business growth by increasing this number).

- Build an account plan and strive to overachieve the same; run a high cadence to drive your teams in India (for every three accounts, you will have one person in India, supporting you in building the hypothesis of your accounts, prospecting, and account plan).

- Handle prospective clients from the beginning to closure. (You shall participate in cadence including forecasting, project pipeline, and deal review).

- Your key focus areas will include more prescriptive selling (vision selling) vs. point-to-point problem selling; creation of demand; building suitable budget plans for prospective clients; and correlating a strong business impact for clients. Your role will include both subscriptions as well as consulting and advisory sales.

- Maximize the revenue of each account assigned to you by proactively identifying top priorities and finding loopholes in the program using the MnM hypothesis (platform + engagement).

- Build C-level relationships and engage yourself in building a customer network through references and opening more buying centers.

- Deliver the highest NPS to your clients and drive success in clients' goals across every buying center.

WE EXPECT YOU TO HAVE -

- Strong regional market experience in managing strategic accounts

- Strong belief in the 10x growth strategy mindset

- Intense passion to realize the importance of personal growth and development, along with the growth of MnM, its clients, and clients' clients

- High business acumen to foresee how to help clients achieve their goals

- A proven track record of transforming new teams into high-performing sales teams

- An excellent track record of building a business and improving business performance with high-IQ sales teams, using a consultative approach.