Account Director, EMEA Emerging

Responsibilities

• Define and execute strategies that prioritize retention of recurring revenue , long‑term growth, and customer lifetime value.
• Own end‑to‑end commercial performance, including renewals, retention, and expansion across the portfolio
• Drive disciplined execution of forecasting, pipeline management, and performance tracking to deliver predictable outcomes
• Proactively identify and mitigate renewal and retention risks , ensuring early intervention on at‑risk accounts
• Lead, coach, and develop a team of Account Managers and Team Leaders, driving performance against revenue and retention goals
• Build a high‑performing organisation focused on consistency, capability uplift, and succession readines
• Partner across Sales, Product, Customer Success, Consulting, and Operations to deliver integrated customer outcomes
• Influence decisions across regions and functions to ensure alignment on account strategy and retention priorities
• Influence cross‑functional and regional stakeholders without direct authority to align on customer strategy and execution
• Skills, Knowledge & Experience:
• Technical / Functional Expertise
• Extensive experience in enterprise account and portfolio management within complex, multi‑stakeholder environments
• Strong commercial and financial acumen, with ownership of large revenue portfolios and contractual negotiations
• Advanced expertise in forecasting, pipeline governance, and revenue predictability
• Deep understanding of solution selling and driving integrated customer outcomes
• Strong knowledge of contractual, compliance, and commercial risk frameworks
• Proven ability to embed structured sales and account management disciplines across teams
• Business & Sector Expertise
• Strong understanding of organisational strategy, commercial priorities, and operating model
• Ability to translate business strategy into multi‑year account plans aligned to regional and global objectives
• Deep awareness of market dynamics, customer industries, and competitive landscape
• Strong understanding of customer business models and value drivers at executive level
• Awareness of external trends (regulatory, economic, technological) impacting commercial strategy
• Experience operating across regions and influencing in complex matrix environments
• Leadership & Management Experience
• Proven experience leading and developing high‑performing account management teams, including Team Leaders
• Strong track record of delivering against revenue, retention, and growth targets
• Demonstrated ability to drive performance, accountability, and capability uplift at scale
• Experience leading through influence across functions and regions without direct authority
• Active contribution to leadership forums and broader commercial or organisational initiatives
• Personal Skills & Capabilities
• Strong executive presence with ability to engage and influence senior stakeholders internally and externally
• Excellent relationship management and stakeholder influencing capability
• Ability to operate with autonomy and make sound commercial decisions in complex, ambiguous situations
• Clear and persuasive communication, able to translate strategy into action
• High resilience and adaptability in a fast‑paced, evolving environment
• Strong coaching capability, building performance and capability within teams
• Stakeholder Management
• Own and manage senior‑level relationships with key external customers, including C‑suite stakeholders
• Act as a trusted advisor on commercial strategy, long‑term value, and partnership development
• Collaborate across Sales, Product, Customer Success, Consulting, Operations, Finance, and Legal to deliver outcomes
• Engage with regional and global leadership to provide insight on performance, risk, and growth opportunities
• Coordinate with external partners where required to deliver integrated customer solutions
• Career Stage:
• Director
• Compensation Information:
• Benefits Information:

Additional Information

Role Summary: The Account Director for the Emerging segment is accountable for leading complex, high‑scale customer portfolios and driving sustainable revenue growth, retention, and expansion across a defined territory or segment.

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