CITY OF LONDON City of London

Role: Account Director
Type: Permanent
Location: UK Wide
Salary: £60k to £65k (OTE to £130k) + car Allowance

My client is a market leader in the provision of software, systems and solutions to the Legal sector and has an exciting opportunity for a suitable qualified and experienced Account Director

The Account Director is responsible for the development of sales of designated software products predominantly within the Top 100 law firms in the legal sector, the geography will be national with some international travel. The Account Director negotiates at a high level, usually at CIO and Partner level and is responsible for delivering against personal revenue targets and closing new contracts, as well as engaging with others / specialists across other units, to deliver customer requirements as necessary and will also lead on key projects on behalf of their Business Manager
Areas of responsibility for the Account Director include:
• Account management of the largest law firms being the relationship lead and identifying opportunity.
• To achieve significant GM from new business sales (greater than peers on lower sales grades).
• To make a significant contribution to the company’s overall GP and top line sales revenue (greater than peers on lower sales grades).
• To follow the latest trends and developments in own field and adapt these to apply in the organisation.
• May operate on a multi-country basis. 
• To have responsibility for management of a direct or virtual team. 
• To define, develop and own key customer relationships and customer contact strategy.
• Responsible for selling Software, IT Services, ICT and Communication products within the professional services / legal sector (Top 100).
• Will lead on customer satisfaction and ensure revenue targets are met across the sector
• Will have responsibility for management of a virtual team cross lines of business. 
• To define, develop and own key customer relationships and customer contact strategy.
• To assist in forecasting business and sales planning within customer account ensuring account development plans reflect the strategic direction of the customer.
• Knowledge of the software, networking, infrastructure and IT Services portfolio, to be able to operate on higher value / more complex product / solutions provided to the Professional Services Sector. 
• Builds a close trusting relationship with clients and prospects at both CIO and partner level.
• Leverage marketing to integrate personal sales efforts with other organised marketing events, e.g., client conference, new product releases, case studies /references
• To provide cover for line manager when necessary

The Account Director will offer the following skills and experience:

• Degree level qualification
• Good leadership skills in managing, motivating and coaching
• Significant experience in the software, telecoms/IT sales function, including solution selling.
• Track record of delivering against revenue and GP targets. 
• In depth knowledge across Software, Communications, Networks & IT Services, particularly for the Legal Sector. (Experience of Professional services (e.g. Accountancy) or Corporate Legal may be considered)
• Experience in managing relationships and business issues across functions and lines of business.
• Strong commercial acumen, financial skills and experience of delivery against a P&L.
• Experience of working in a small company, large company matrix
• Excellent communications, negotiation skills and presentation skills.
• Good partner relationship skills

Job Details

  • Discipline: IT
  • Type: Permanent
  • Salary up to: ££65000 per annum
  • Consultant: David Charlton