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Strategic Account Director

ThinkLP

ThinkLP

Customer Service, Sales & Business Development, Quality Assurance · Full-time
Canada · Toronto, ON, Canada · United States · Waterloo, ON, Canada · Remote
Posted on Tuesday, May 28, 2024

ThinkLP is a fast-growing retail operations software focused on curbing risk for its customers. We help track, predict, and mitigate looming risk issues, primarily theft, that has been ever-increasing in the marketplace today. ThinkLP primarily serves Loss Prevention (LP) departments across Fortune 100 companies, providing them with business intelligence to prevent risk in all facets. Our customers are some of the world’s leading brands, recognized globally by consumers.

ThinkLP has recently been backed by Alpine Software Group (ASG), a software business that buys uniquely positioned SaaS companies and builds them into market leaders. As ThinkLP enters a period of significant growth, we envision building not just a bigger software company, but a better one! All while creating a work environment where you can be impactful and your best self.

As a Strategic Accounts Director, you will be at the forefront of our customers' success, focusing on renewals, expansions, and retention. Your efforts will be instrumental in ensuring our customers are satisfied and maximizing the benefits of ThinkLP's offerings. Your primary responsibilities include executing EBRs, managing expansions, and driving your Book of Business (BoB) renewals.

What you’ll do…

  • Serve as the primary point of contact for your BoB, building and maintaining strong, long-lasting customer relationships.
  • Understand clients' business objectives, challenges, and needs to position and tailor software solutions effectively.
  • Execute EBRs for strategic customers and establish a health scoring system to address potential challenges leading to churn proactively.
  • Retain customers and prevent churn through strategic retention efforts. Expand the customer base in ARR and one-time professional service revenue, identifying and acting on expansion opportunities.
  • Manage customer renewals and contract cycles.
  • Possess a deep understanding of Loss Prevention (LP) and Asset Protection (AP), including emerging trends, technologies, and regulatory requirements.
  • Analyze customers’ businesses to identify areas where TLP software solutions can add value and mitigate risk.
  • Identify and pursue upselling and cross-selling opportunities to drive revenue growth within existing Customers.
  • Collaborate with the sales team to identify new business opportunities within your BoB and support new client acquisitions.
  • Develop and execute Accounts plans, including sales strategies and tactics tailored to each client's needs.
  • Develop a deep understanding of the TLP software products and their features to effectively communicate their value proposition to clients.
  • Remain updated on industry trends, competitor offerings, and market changes to position our products effectively.
  • Demonstrate a track record of successfully meeting and exceeding growth targets, revenue goal attainment, and GRR in the Loss Prevention and Asset Protection software field.
  • Conduct product demonstrations and presentations to clients, showcasing the benefits and features of our software solutions.
  • Address client inquiries and objections with well-prepared and persuasive responses.
  • Negotiate pricing, terms, and contracts with customers to ensure mutual satisfaction and successful deal and renewal closure.
  • Work closely with legal and finance teams to finalize contracts and ensure compliance with company policies.
  • Collaborate with cross-functional teams, including customer support, product development, sales, and marketing, to address customer needs and enhance customer experience.
  • Provide regular updates to management on Accounts status, sales activities, and forecasts.

What we look for…

  • Bachelor’s degree in Business, Marketing, Computer Science, or a related field. 5+ years as an Accounts Director, Sales Representative, or similar role within the software industry.
  • Strong business acumen.
  • Strong understanding of software solutions, technologies, and industry trends.
  • Exceptional interpersonal, communication, and presentation skills.
  • Ability to effectively negotiate and bring deals to a successful close.
  • Strong organizational skills and attention to detail.
  • Problem-solving attitude and customer-centric approach.
  • Proficiency in CRM software and sales tools.
  • Willingness to travel for client meetings, trade shows, and industry events.
  • Works well in a fast-paced growth company environment.

Lastly…

We look for candidates that align and have demonstrated ThinkLP’s Core Values;

  • Customer-CentricWe walk in the shoes of our clients to understand their challenges and continue to develop innovative products to help them succeed.
  • Growth MindsetWe seek continuous improvement in everything we do. We empower one another to become best versions of ourselves because we believe in each other.
  • We over MeWe work together, we win together. We know that we are stronger together when we take on big challenges.
  • EnthusiasmWe are passionate and energized in the work we do.
  • PerseveranceWe take on tough challenges, embrace them and learn from them.
  • IntegrityWe do what is right, take ownership of our actions and hold ourselves accountable.

We believe that talent is based on what you can do, not what you’ve done. And we know that supporting a diverse team with varied lived experiences advances equality, inspires innovation, and ultimately drives better business outcomes. These beliefs and actions are true to ThinkLP’s “PeopleFirst” philosophy, which is rooted in how we invest, hire, and show up daily. If you’re interested in this role, but do not meet all of the qualifications listed above, we encourage you to apply anyways.

Individuals seeking employment at ThinkLP are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation or any other basis prohibited by applicable federal, provincial, or local law.

ThinkLP is committed to providing an inclusive, accessible recruitment process and work environment. Accommodation is available to all applicants upon request throughout the hiring process. If you require accommodation, please let our PeopleOps team know, or you can email hr@thinklp.com.

ThinkLP is an equal opportunity employer.

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