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Director, Global Account Strategy
4 months ago
GPA has a unique opportunity for a Director of Global Account Strategy. Reporting to GPA’s Vice President (VP) of Global Sales and working in partnership with GPA’s existing Americas based peer role, the Director of Global Account Strategy will be accountable for delivering the sales revenue and pipeline growth required to meet the organization’s short- and long-term sales goals and objectives. This European based role will have particular focus on the EMEA market, though will still be considered to have a global role and influence.
The role will act as a Servant Leader to GPA global, and Regional Business Unit (RBU) sales teams, enabling and supporting the global GPA sales community. They will do so by implementing and maintaining strategies, structures, and accountabilities to ensuring optional positioning and alignment of the GPA “Global” value proposition within key account opportunity pursuits and customer engagement activities.
The ideal candidate will have direct experience selling Audio-Visual and/or Unified Communication Solutions to the Enterprise market. We will consider closely related industries.
Responsibilities:
- Manage the proactive and reactive evaluation, prioritization, monitoring of global account pursuits across EMEA, global with a particular focus on targeted Global 2000 accounts. This is the priority for this position.
- Oversee, direct, & manage a team of EMEA based Global Enterprise Sales Managers (GESM’s) located in major EMEA business centres.
- Utilizing a “Co-Pilot” centric approach, provide strategic guidance and coaching to both the GESM team, as well as Global Account Managers (GAM’s) and related executive and team related resources within the EMEA GPA Regional Business Units (RBU’s) as applicable, in support of
- Evaluating and developing targeted customer account pursuit plans.
- Contribute to, guide, and support the development of customer specific “Win Strategy” definition in response to formal or informal customer proposal requests, and in turn play an active role in specific content development efforts to optimize the presentation of the GPA value proposition within such opportunities.
- Partner with and support EMEA GESM and RBU teams as necessary to support customer presentation, preliminary programmatic approach and strategy development.
- Support ongoing general account and stakeholder specific relationship building opportunities in order to deepen GPA’s capacity to be recognised as a “Strategic Partner/Business advisor.
- In partnership with the GPA Director of Partnerships, coordinate and manage strategic sales and business development related relationships and initiatives with GPA’s preferred manufacturer partners to enable collaborative and integrated account mapping and pursuits.
- Identify potential indirect/partnership related channel opportunities from within peer/related industry parties (such as Global IT Consultants, VAR’s, UC Services, Distribution/Logistics and Telecommunication Providers), and develop “Channel Strategies” as applicable to pursue and leverage those.
- Play an integral role in the preparation and tracking of GPA Global revenue and related expense budgets.
- Partner with peer GPA Regional Sales Directors (Americas, EMEA and APAC) to enable and leverage the sales operations leaders across each of these regions to drive and support business development opportunities from within their regional sales teams.
- Participate in the GPA Senior Management/Leadership team in aligning the sales/business development organization to overall GPA operations.
Location:
While maintaining a truly global mandate, for practical/logistical reasons the Director, Global Account Strategy will preferably be based in or near London.
Skills and Experience:
The likely candidate will have a minimum of 5 years of direct sales and business development leadership/management experience within the global meeting and collaboration industry, or a similar level of experience in a related/like technology industry with direct relevance to the expanding/converging technology enabled smart workplace space.
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