Director, Strategic Accounts recruitment
Job ID: 21352
Position Description:
SunGard is one of the world's leading software and technology services companies. SunGard has more than 20,000 employees and serves more than 25,000 customers in more than 70 countries. SunGard provides software and processing solutions for financial services, higher education and the public sector. SunGard also provides disaster recovery services, managed IT services, information availability consulting services and business continuity management software. With annual revenue of approximately $5 billion, SunGard is ranked 434 on the Fortune 500 and is the largest privately held business software and IT services company. Look for us wherever the mission is critical. For more information, please visit www.sungard.com.
SunGard Global Consulting Services helps financial services and energy companies solve business problems by managing their complex technology and operational needs. Focused on large scale data and process management, custom application development and systems integration; we combine business and technology consulting and managed services to deliver innovative custom solutions. We help our customers capitalize on and manage the consequences of business, technology and regulatory change. For more information, visit us at www.sungard.com/globalservices/learnmore.
SunGard Strategic Accounts Management (SAM) Directors are responsible for representing SunGard and SunGard software and services to clients, prospective clients, independent consultants, and cooperative vendors for the purpose of transacting sales and related contracts in their named accounts.
SAM Directors are responsible for assisting with/or conducting the sales campaign, SunGard positioning against competitive offerings, the use of company resources and senior executives, and to advance the sales cycle, negotiate and bring the campaign to a successful conclusion.
The SAM Director is responsible for SunGard's business conduct within his/her assigned accounts. This includes in-depth understanding of the account strategy, development of C level relationships, and development of a true partnership, coordination of a high touch relationship between SunGard executives and the account, and issue resolution leadership.
SAM Directors are expected to know which clients are using competitive products, and what evaluations are in progress throughout that account. Within named accounts, SAM directors are responsible for leading Integrated Solution sales, uncovering and developing new sales opportunities for point solutions not in use at that account.
Other responsibilities will include:
- Build high level strategic relationships/partnerships with C- level on an enterprise wide basis
- Develop the knowledge of the clients business in all areas of the organization in order to sell solutions across the organization.
- Focus on customer satisfaction.
- Manage a Strategic Account to consistently build a pipeline within the existing large accounts in order to expand SunGard penetration, and provide solution based sales and service offerings to customers
- Develop an integrated SunGard account plan in conjunction with the client, share with virtual team, quarterly reviews of the plan with the client.
- Conduct regular Global strategic reviews with the client
- Facilitate executive level meetings/relationships including Sponsors
- Strategic Account Manager needs to develop and expand their working level of knowledge that includes competitor activity, client changes and need shifts as well as the development of new or changing SunGard service and product offerings
- Develop sales organizational strategies by contributing sales information, analysis and recommended strategic thinking and direction.
- Develop and be able to deliver the SunGard value proposition
- Ensuring cross divisional co operation within SunGard
- Management and coordination of virtual sales teams and ensure information sharing
- Ensure that the relative recourses are in place for each project
Position Requirements:
It will be clear from this overall functional description that success in the SAM role requires a high level of business and management maturity. It is envisaged that suitable candidates will currently be operating at business unit or divisional director level and with significant revenue and budgetary responsibilities.
In addition, the role will require:
- Ability to diffuse sensitive situations - Diplomatic/customer service focus
- Ability to build partnerships quickly and effectively
- Able to operate relatively independently
- Significant level of experience within the financial services sector
- Executive level strategy, communication, presentations and negotiation skills.