The Director of Existing Business, Key Accounts is a vital role within the Americas commercial business at the client. You will be responsible for owning the leadership and growth of our largest and most impactful client advertiser portfolio in the Latin America, as the executive sponsor for all our existing key enterprise accounts. You will lead a high-performing and dynamic team of managers, their account strategists’ teams, and operational support as they drive solution-oriented discussions with our key clients to deliver results with a vast array of performance products and future company Platform strategy. The Director will be strategic in introducing areas of efficiency and impact to the team, will partner with clients and enterprise sales leadership to grow key accounts and find new areas of opportunity, and will work closely with product to further develop and iterate upon our technology and future offerings within the Commerce Media Platform strategy.
What you’ll do
Lead a dynamic team of managers and their Account Strategists’ team, and operational support in Latin America responsible for company Top 50 enterprise client accounts in the region.
Hire, train, inspire and retain a team of high-functioning Account Strategists and client-facing experts focused on maintain existing business and upselling opportunities across company Commerce Media Platform.
Establish deep relationships with direct clients, agencies and their affiliated programmatic and data-driven providers/products and secure meetings with C-level marketers for the largest advertisers in region.
Represent the company as thought leader at relevant regional industry events.
Deliver against set KPIs and collaborate with sales operations and account strategy teams and managers in setting individual goals, forecasting revenue regional revenue and budgeting for future needs of the business.
Evangelize the company value proposition and solution sell company offerings by honing in on client and industry specific needs, challenges and trends.
Ensure detailed and accurate qualification of advertiser while selling / up-selling to long term uncapped budgets.
Work with a broad range of internal teams (Sales, Operations, Marketing, Legal, Integration and Traffic teams) to support the growth efforts.
Spearhead the development of and dialogue around complex, custom solutions for clients with assistance from Ops, Product, and other teams.
Deliver upon expected new business results quarterly, annually, by team member and aggregate team goals.
Who you are
10+ years proven enterprise solution Account Management, Account Strategy, Customer Success, or Client Services experience gained in a digital, technology driven, product forward environment across Latin America region.
5+ years leading a high performing client success team, in a solution-oriented culture.
Fluent in English.
Extensive C-level client direct partnership and strategy experience.
Experience on planning, negotiations, and execution of annual commercial deals.
Willingness to roll up your sleeves as an Account Strategy leader.
Interested in identifying, mapping, and modelling new revenue streams for the company – including growth across non-traditional categories, agencies, agency trading desk models.
Passion for interactive media and performance-based advertising, including strong knowledge of and experience selling CPC, SEM, programmatic ad data-driven acquisition advertising.
Understanding of related technologies and technology providers, including site tagging, ad serving, DMP, attribution and CRM.
Strong analytical skills with proficiency in Excel. (formulas, modelling)
Bachelor’s degree required, MBA preferred.