Sr. Director, Existing Account Management

Responsibilities

• Lead, motivate and manage a team of high performing Regional Sales Managers and Account managers with responsibility for driving new ACV growth and retention performance in Secureworks existing accounts base
• Development and execution of an operating rhythm to drive internal and external command of the business including: QBR’s, QSR’s, 1:1’s, forecasting cadence, sales activity, account plan reviews, pipeline progression, opportunity velocity and cross functional engagement
• Ensure an outstanding client experience is achieved through consistent cross functional meetings and collaboration with pre-sales, executives, product group and delivery.
• Collaborate and execute on corporate initiatives and programs
• Personal involvement and relationships with Secureworks most strategic customers
• Engage and support selling campaigns at key quarterly positions
• Identify trends in our install base to help shape programs, product development and packaging
• Financial accountability to P&L, forecast, exchange and renewal calculations, ACV growth and churn
• Leverage and maximize the use of all training resources and business tools
• Business and resource planning

Knowledge and Skills

• Experience managing a $200M+ sales segment or organization with organic growth
• Proven people management experience 10+ years particularly managing and growing sales teams.
• Strong people management skills with the ability to manage drive and motivate managers.
• Extensive and proven record of accomplishment in successfully managing a Security Managed Services or Security Solutions sales organization.
• Inspirational leadership capabilities and extremely results-driven, providing a clear sense of direction to the sales teams.
• Strong business acumen coupled with the ability to adapt to changing business conditions to offer our clients & stakeholders an exceptional level of service and meeting our business objectives.
• Strong selling skills with the ability to coach direct reports and develop opportunities with larger clients – must have external sale experience.
• Experience and strong ability to liaise with clients at an executive level – face to face.
• Ability to run multiple activities concurrently. Effectively handle multiple ad-hoc activities.
• Strong analytical skills and must be comfortable with data.
• Excellent attention to detail.
• Excellent communication skills – ability to effectively communicate at all levels of the organization (telephone, email & face-to-face).
• Strong presentation skills.
• Ability to deal with ambiguity and multiple direction changes.
• Strong drive for results, while retaining a focus on consistently delivering a great client experience.
• Strong team player.