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Director of Enterprise Sales and Client Relationship Management

| Austin
A Cloud Guru is a world leading provider of online education. We focus on providing high-quality, affordable and engaging on-demand video courses to hundreds of thousands of technology professionals. We help our students learn new skills, gain valuable industry certifications, and excel in their careers
The Director of Enterprise Sales and Client Relationship Management is a highly strategic role responsible for net new, channel, retention and growth sales. This role will lead a team of frontline Managers, Account Executives and Client Relationship Managers across the portfolio to ensure all A Cloud Guru customers achieve success in their partnership with ACG, while having a best-in-class experience.
This role has span of control across two key teams that function as the main points of contact for A Cloud Guru customers and partners throughout their sales, renewal and growth phases.
You will lead a team of Direct and Channel sellers who focus on our largest customers and partners. This team will work closely with Marketing, Sales Development, Customer Success and Client Relationship Management to ensure a world class client experience, leading to increased customer acquisition and growth. You will also lead a team of Relationship/Account Managers who are focused on retaining and growing our footprint within the existing customer base. The ability to increase deal sizes through up-selling is a critical aspect of this team.
You and your team will need to align closely with Customer Success and Sales, to be successful and to ensure a world class customer experience, leading to greater retention and growth with all of our customers.

Leading Enterprise Sales

  • Coaching sales team members in identifying and qualifying opportunities, developing key and strategic client relationships, and driving sales strategies toward growing existing accounts as well as generating net new business
  • Forecast annual, quarterly, and monthly sales revenue streams accurately
  • Use of sales analytics and funnel management techniques to drive productivity for assigned sales staff, as well as, ensure appropriate sales activity with visibility of the pipeline to senior management for forecasting and business planning
  • Develop, manage and leverage key sales channel partner relationships

Leading Client Relationship Managers

  • Building strong external client / customer and internal stakeholder relationship
  • Engaging creatively with clients post-sale, add value throughout the customer lifecycle, and ensure a optimal client experience, leading to retention and growth.
  • Forecast annual, quarterly, and monthly retention and growth

Team Management Duties

  • Recruit, hire, develop and inspire a world class team
  • Define and build-out the org structure; set goals and KPIs and track progress to drive achievement
  • Manage team pipeline to forecast growth, retention, and churn
  • Build, implement, execute, and improve the Account Executive and Relationship Manager playbooks, including but not limited to QBRs and customer touchpoint cadence
  • Collect and deliver channel customer feedback to appropriate channels; collaborate with product and marketing teams

Experience and Requirements

  • 8+ years of sales, business development and/or account management, minimum 5+ years managing a team.
  • Experience managing managers 
  • Experience working in a hyper-growth startup environment preferred, SaaS experience preferred
  • Ability to travel to clients in the US and EU 
  • High-performing people manager with track record of building and leading high performing teams
  • Experienced in hiring/talent, building team culture, and managing a team to perform against sales, retention and up-sell targets.
  • Strong collaborator; proven ability to work well cross-functionally
  • Analytical mindset with ability to help create value-focused stories through customer data
  • Skilled relationship builder and manager
  • Strong sales executor with bias to action

Working with us
Our people matter to us. We know everyone has a life, and we encourage you to live it to the fullest. We understand that with a start-up life comes stress, pressure and change and for that reason our employees receive 20 days (4 weeks) of leave each year.
In addition to this we offer health, vision, and dental coverage, 401K and we pay commensurate with experience and potential to make sure you’re looked after.
Our Crew
Our team is spread across the globe, primarily in the US, Australia and the UK. This role will be based in our shiny new offices in Austin, Texas. While we do have remote workers, this role requires hands-on collaboration so the position requires that you live in or relocate to Austin.
We are a fast-growing team with big ambitions. We need people who can help us build a solid foundation for the future. If you want to make a difference in a fast-growing team, now is the time to join.

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Location

We're located in Austin’s eclectic Rainey Street neighborhood where we are just a short walk from Austin’s best shops and eateries.

An Insider's view of A Cloud Guru

What’s the vibe like in the office?

The vibe here is a reflection of the people – laid back, casual, and most of all, jovial. No workplace is ever going to be the same as home, but here there is a similar level of comfort. Folks are exceptionally welcoming and willing to help out where they can. Humor is necessary to get through the work day, and we've got that in spades here.

Vijay

Manager, FP&A

What projects are you most excited about?

Our content team is hard at work to continue providing a differential and expansive training offering to our customers. There is a ton of awesome new stuff in the works for our enterprise offering, Teams, and I can’t wait to continue to help businesses and enterprises in their cloud adoption journey. 2019 is going to be a big year!

Madeline

Account Executive

How does the company support your career growth?

We provide opportunities for our leaders to attend leading conferences within our industry but also within their professional space. It's important to us that our leaders maintain a pulse of what's developing within their field and are equipped with insights to lead our growing teams. We have a work hard, stay humble motto at ACG.

Hanh

Director of Customer Experience

What are A Cloud Guru Perks + Benefits

Culture
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
A Cloud Guru's health insurance plan covers 100% of your medical premium!
Life Insurance
Team workouts
Retirement & Stock Options Benefits
401(K)
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Family Medical Leave
Adoption Assistance
Vacation & Time Off Benefits
Generous PTO
A Cloud Guru offers 4 weeks of PTO per year!
Paid Holidays
We offer all employees paid time off for all major holidays
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Some Meals Provided
We cater in team lunches every Monday, Tuesday, and Thursday! We also keep a fully stocked refrigerator
Happy Hours
Parking
Professional Development Benefits
Job Training & Conferences
Promote from within
Continuing Education stipend
We offer $1000 per employee annually for continuing education.
Time allotted for learning
Every Friday for 2 hours, we put down our normal work and spent time learning something new!
Online course subscriptions available
Paid industry certifications
A Cloud Guru will pay for their employee's professional cloud certifications!
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