blueAPACHE is an Australian owned award-winning Managed Service Provider, recognised for the 6th year running, as Mid-Market Partner of the Year at the ARN Innovation Awards.
We pride ourselves on being a genuinely great place to work, with a vibrant culture, clear vision, and strong leadership. When joining blueAPACHE, you are joining an organisation that is driven by our core values of employee and customer experience.
We have an exciting opportunity for an experienced Account Director to join our growing team!
Role Description:
The Account Director is accountable for the commercial relationship between blueAPACHE and a dedicated portfolio of blueAPACHE’s customers.
The Account Director actively creates long-term, trusting relationships across multiple levels of stakeholders within our customer’s organisations, and proactively ensures blueAPACHE is delivering solutions that are aligned to their business objectives.
Leveraging the blueAPACHE Strategic Customer Engagement (SCE) framework, the Account Director proactively seeks to understand our customers technology roadmaps, and where blueAPACHE solutions and services can be aligned. They identify new opportunities and identify where risks or potential improvements can be addressed, resulting in increased sales/revenue and growth within accounts, and the ongoing retention and satisfaction of the customer.
The ideal candidate is a highly motivated individual with strong communication skills, and a proactive nature. They can demonstrate qualities that align with blueAPACHE’s core values and must present as a trusted advisor for blueAPACHE’s services. They have a natural ability to forge strong customer relationships built on trust and are comfortable engaging with senior business decision makers.
As a team player, they work cohesively with the wider commercial team in the preparation of solutions and presentations. They deliver results by demonstrating initiative, being organised, and being accountable for their time, personal performance, and sales performance. They are also able to maintain an appropriate level of professional competence including good listening skills, presentation skills and written communications.
Requirements
As an Account Director, your core responsibilities are to:
- Develop deep, trusted advisor relationships across multiple levels of client stakeholders and executive sponsors within your accounts.
- Develop Annual Account Management plans including, the identification of white space within your accounts, to identify potential opportunities for growth within your client base.
- Leveraging the blueAPACHE Strategic Customer Engagement (SCE) model, proactively seek to understand your customers Strategic Roadmaps to align and develop a customer endorsed Technology Roadmap, identifying where blueAPACHE solutions and services can be provided.
- Ensure all whitespace, re-signs, risks, and outputs of the technology roadmaps are captured and maintained as Opportunities within the CRM. Therefore, a multiyear qualified pipeline should be maintained.
- Gain a detailed understanding of your assigned client base, their business drivers and objectives, and the wider industry they belong to including any challenges, threats or compliance and regulatory requirements.
- Gain a thorough understanding of the blueAPACHE products and services currently under contract to your client base, and the impact they have on the operations and success of their organisation.
- Ensure the blueAPACHE Account Governance framework is followed with relevant strategic accounts, including the required Monthly reporting meetings, Quarterly Business Reviews, and Annual strategic alignment and/or Executive engagement
- meetings.
- Ensure ongoing retention of customers by negotiating contract resigns prior to their current contracts expiring. Ensure re-sign engagement is occurring with appropriate lead-up time to the existing contract end date.
- Work with the Customer Success Team (CST) to ensure customer billing is accurate.
- Assist with challenging client requests or issue escalations as needed.
- Execute the Executive Engagement Framework.
- Forecast and track key account metrics (e.g., quarterly sales results and annual forecasts)
- Conduct Quarterly Business Reviews with internal blueAPACHE Senior Leadership Team to outline the progress of your client strategy execution
Benefits
blueAPACHE continues to grow alongside some of Australia’s leading midmarket businesses, our valued clients. We continue to stay abreast of current technologies to maintain our competitive advantage, offering the opportunity to continually expand your technical expertise and provide an uncompressing offering to our clients. We recognise our people are our most significant differentiator.
- We offer options for you to interview virtually.
- blueAPACHE offers an environment to make a real difference, develop careers within a supportive and rewarding environment.
- Regular social events and an awesome culture – work with a team of experts in their field
- Health Insurance discount with Medibank
- Discounts on 1000’s of products
- Employee Assistance Program from The Mind Room
- Ongoing training and development including paid certifications.
- Quality hardware and laptop provided.
- Employee referral programs - once you are in and you are loving it - you can refer a friend and get paid for it!
*** Please note, all offers of employment at blueAPACHE are subject to National Police Checking Service.
