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Director, Global Accounts

Location:

Boston - Massachusetts - USA

Function:

Sales

Ref #:

201701262
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Corporate overview

You’re empowered when you’re a Kronite. 

Want to be part of an elite group of highly skilled professionals? We think our employees are a special group of talented, energetic, and innovative people. And for that reason, we refer to ourselves as Kronites. Kronites care about more than just work. We recognize the need to maintain a healthy work-life balance – to live inspired. In fact, it’s expected! You’ll soon learn that we take work and fun seriously. No matter what position you hold at Kronos, you’re a Kronite. And we want you to feel like you have the power to make a difference in your life and the lives of others, at work and beyond. 

Kronos is a global provider of workforce management and human capital management cloud solutions. Kronos’ industry-specific workforce applications are purpose built for businesses, healthcare providers, educational institutions and government agencies of all sizes. Tens of thousands of organizations – including half of the Fortune 1000® - and more than 40 million people in over 100 countries use Kronos every day. 

Description

The Kronos Director of Global Accounts is a leader and advocate for change as we re-engineer our company’s business processes to drive global revenue growth by selling to large multinational corporations more effectively.

The Kronos Director of Global Accounts will have a thorough working knowledge of Global Account management best practices as well as experience in supporting sales in deal creation and positioning SaaS, Hardware and Services solutions to multinational corporations.

The Kronos Director of Global Accounts is responsible for the success of the Kronos Atlas Global Customer Program which has two primary functions.
The first function is direct leadership of seven Global Account Managers, or GAM’s, who are responsible for our largest and most strategic multinational accounts (Atlas Customers). The Sales Director is responsible for exceeding sales quota through accelerated growth within this account base, by driving cross border, multi-million dollar transactions and cultivating long term customer relationships. Furthermore, this role will facilitate the development of strategic account plans, executive sponsor relationships and establish ongoing governance including recurring business reviews.

The second function is to run the Atlas Global Customer Program office to ensure programmatic consistency in the management of both Atlas and non-Atlas customer multinational transactions. This includes communicating and supporting the Atlas Customer Program Rules of Engagement, and working with VP’s, sales managers and sales executives that are selling across borders to ensure they are collaborating effectively with their colleagues around the world.

The Director of Global Accounts reports to the Vice President, Atlas Global Customer Program.

Principal Responsibilities:
• Exceed the combined revenue goals of the Global Account Managers
• Develop, manage and inspect account strategies and sales plans for Atlas Customers
• Work with sales, presales and professional services to create Global RFP responses and Statements of work
• Provide oversight on large multinational pursuits including coordination of pre-sales activities, demonstrations and follow up by sales and other key stakeholders
• Coordinate Corporate Support in legal, finance, cloud and services departments in the course of negotiating customer agreements
• Work with authorized Kronos partners to co-create value for multinational customers
• Create and execute on an annual development and education plan for Global Account Managers
• Manage deal registration process and enforce company rules of engagement for non-Atlas Multinational accounts
• Collaborate with field sales management regarding sales process and methodology, as it relates to multinational sales efforts
• On an annual basis, lead the analysis effort to identify key accounts for potential inclusion in the Atlas Global customer program
• Support on-going education and communication to the field sales and operational teams relative to multinational customer sales campaigns
• Act as first point of escalation for multinational deal issues
• As required, develop business case for future enhancements to the program
• Collaborate on marketing programs which strengthen and expand internal and external messaging for Kronos’ global capabilities and the Atlas program

Qualifications

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Minimum of 10+ years software sales leadership experience
• Experience with multinational sales and business operations
• International sales experience
• Program management experience
• Salesforce, Microsoft Office and account planning methodology experience
• Strong Collaboration skills work with cross functionally teams at all levels within Kronos.
• Customer centric perspective
• Proven change management skills
• Must be highly organized, self-motivated and detail oriented
• Excellent communication skills, both written and verbal
• Bachelor’s degree required, advanced degree desirable

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EEO Statement

Kronos is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.