Key Account Director
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Job Description
Key Account Director driving enterprise growth for AMCS, an AI-powered software company serving waste, recycling, and transportation industries. Owning strategic accounts, executive relationships, transformation plans, and expansion revenue.
Responsibilities:
- Operate as a senior, strategic leader responsible for a defined portfolio of enterprise accounts
- Own multi-year account strategy, executive engagement, and revenue growth across complex enterprise engagements
- Establish credibility with key stakeholders across the account portfolio
- Develop and execute multi-year strategic account plans
- Identify and advance high-value expansion opportunities
- Align internal AMCS teams to deliver measurable customer outcomes
- Develop and continuously adapt strategic account plans spanning strategic and tactical planning
- Partner with customers to define strategic initiatives and position AMCS as an enabler of business transformation
- Serve as primary executive sponsor for assigned accounts and own account health
- Build and deepen C-suite relationships and influence strategic decision-making
- Orchestrate cross-functional engagement across Sales, Product, Consulting, and Support
- Build and manage a pipeline of high-value expansion opportunities
- Lead complex, multi-threaded deal cycles from discovery through close, including solution positioning, commercial structuring, and negotiation
- Deliver accurate forecasting with visibility into pipeline health, risks, and growth opportunities
- Collaborate internally on pricing strategies and implementation plans
- Lead executive governance, including Quarterly Business Reviews
- Own critical escalations and drive them to resolution
- Conduct regular progress meetings with key account sales teams and management
- Pursue ongoing professional development
Requirements:
- 10+ years of enterprise, quota-carrying software sales experience
- Demonstrated track record selling complex, multi-threaded solutions into multi-billion-dollar organizations
- Experience closing $1M+ ACV transformation-led deals
- Deep experience selling ERP or similarly complex enterprise platforms
- Ability to navigate highly technical, multi-stakeholder environments
- Proven success leading multi-year strategic transformation engagements within Fortune 500 or equivalent global organizations
- Expertise defining and executing strategic account plans
- Ability to orchestrate cross-functional resources and align to long-term customer value creation
- Established executive presence
- Ability to engage, influence, and build credibility with C-suite and senior leadership stakeholders
- Advanced proficiency in value-based selling methodologies such as MEDDICC and Command of the Message
- Deep business acumen
- Ability to align complex solutions to customer strategic priorities, financial outcomes, and enterprise-wide initiatives
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