Note: The job is a remote job and is open to candidates in USA. SONIFI is a hospitality guest technology provider serving hotels and hospitality companies with technology solutions. The Director, Key Accounts will grow and strengthen high-profile customer relationships by expanding accounts, driving upsell opportunities, managing the sales pipeline, and achieving revenue and gross profit objectives. The role also involves developing strategic account plans, coordinating cross-functional teams, solving customer needs, and supporting retention through strong relationship management.
Responsibilities
- Develop and execute strategic growth plans for assigned high-profile key accounts, identifying new opportunities, expanding SONIFI’s footprint, driving upsells, and proactively building relationships with key decision-makers and influencers, including architects, contractors, FF&E vendors, referral partners, and other hospitality stakeholders
- Own and actively manage your sales pipeline from prospect through the full sales cycle, maintaining prompt and accurate documentation in Salesforce, forecasting opportunities, and balancing the needs of assigned accounts, prospecting, and sales administration to achieve and exceed quota
- Develop trusted-advisor relationships by continually assessing and validating customer needs, building strong and lasting relationships, and proactively conducting customer calls, sales pitches, presentations, and other customer engagements. Partner closely with Customer Success on QBRs and ongoing engagement strategies that drive retention, cross-selling, and upselling
- Become an expert on SONIFI’s products and solutions and ensure appropriate solutions are designed and proposed to meet the mutual interests of the customer and SONIFI, considering installability, supportability, customer satisfaction, financial impact, business requirements, and operational considerations
- Problem-solve for customers by analyzing their specific needs, organizing complex technical solutions, evaluating alternatives from both the customer and business perspectives, and coordinating the involvement of necessary internal resources. Shepherd high-priority requests or incident escalations when needed and make recommendations based on financial, business, and operational considerations
- Collaborate closely with Sales Engineering, Product, Marketing, Finance, Implementations, Support, Operations, and other teams on sales targets, presentations, customer meetings, campaigns, and new business opportunities. Coordinate with internal departments to ensure site surveys, proposals, rate requests, contracts, and other customer requirements are completed within acceptable timeframes
- Contribute to SONIFI’s strategic planning, including performance objectives, financial targets, and critical milestones. Stay informed about hospitality industry trends, technological advancements, and competitor activity and apply those insights to customer and account strategies
- Attend relevant trade shows and industry events to generate leads and represent SONIFI positively and professionally. Function as a collaborative leader and role model for others on the team
Skills
- Four-year degree in Business or a related field, or an equivalent combination of education and work experience, plus a minimum of seven years of enterprise sales experience, preferably with a systems or software focus
- Direct experience managing large customer relationships and multiple accounts, with a successful history of expanding existing key accounts, driving upsells, and achieving growth quotas
- Strong business acumen, communication, negotiation, collaboration, customer focus, and a results-driven approach, with the ability to operate independently and effectively manage high-profile customer relationships
- Excellent listening, negotiation, presentation, and communication skills, including the ability to understand and articulate technical concepts and product specifications to a variety of audiences
- Demonstrated ability to communicate, present, negotiate, and influence credibly and effectively at all levels of an organization, including executive and C-level contacts, while building and maintaining positive, professional relationships with complex or demanding customers
- Experience delivering client-focused solutions based on customer needs and facilitating customer meetings, with the judgment to evaluate customer requirements alongside financial, business, and operational considerations
- Practical experience with Microsoft Word, Excel, PowerPoint, and Salesforce is required
- Travel of up to 40% is required, or as business needs dictate, including regular travel to support customer relationships, meetings, and industry events
- Strong preference for candidates with at least five years of experience selling hardware, content, and/or software within the hospitality industry
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- 401(k) with employer match
- Paid time off (PTO)
- Flexible work arrangements
- Professional development opportunities
- Pet insurance
- On-demand pay
Company Overview