Note: The job is a remote job and is open to candidates in USA. Xirgo Technologies is a leader in IoT fleet solutions, dedicated to transforming logistics through innovative technologies. The Key Account Director will manage strategic relationships with enterprise customers, drive revenue growth, and ensure successful product adoption while identifying and developing new business opportunities.
Responsibilities
- Own and manage relationships with enterprise customers, ensuring alignment with Xirgo’s solutions and strategy
- Act as the primary point of contact for assigned accounts, proactively identifying customer needs and providing consultative support
- Establish trusted advisor relationships with customer stakeholders
- Provide proactive account management through frequent engagement, quarterly reviews, and consistent customer touch points
- Champion the resolution of customer issues by working closely with internal teams
- Understand our clients’ current business processes and strategic business drivers, identify pain points and link them to our solution capabilities to deliver clear, quantifiable business value
- Implement account management plans to cross-sell and upsell within existing customer base
- Prospect and qualify new enterprise leads using a variety of methods including cold calling, email campaigns, social platform outreach, and attending industry events
- Build and maintain a robust pipeline of qualified opportunities
- Conduct high-impact presentations and product demonstrations to stakeholders and decision-makers
- Represent Xirgo at industry and partner events to enhance market presence and position Xirgo as a leader in IoT
- Identify and pursue opportunities to grow existing accounts, with a focus on increasing sales volume and product penetration
- Identify and pursue new enterprise/net new business opportunities to increase market penetration and sales revenue
- Execute sales motions including pricing discussions, contract negotiations, and closing processes to achieve revenue and profitability targets
- Stay informed of industry trends, competitive landscape, and customer needs
- Prepare and deliver regular performance reports, forecasts, and strategic insights to internal stakeholders
- Utilize CRM tools and internal processes to track account activity, sales performance, and customer interactions; provide accurate and detailed forecasts
- Partner with internal teams including engineering, product & program, and operations to ensure seamless execution of solutions and client satisfaction
- Provide input on product improvements and features based on feedback gathered from customers, prospects, and market intelligence
- Provide expertise and business acumen regarding new customer acquisition as well as provide leadership from your cumulative industry, product, and company-specific experiences
Skills
- 10+ years of experience in enterprise sales and account management, specifically in the telematics and fleet management enterprise space
- Proven ability to close complex enterprise deals with long sales cycles
- Exceptional interpersonal and communication skills, with the proven ability to build and maintain relationships with senior leaders and key decision-makers
- Excellent negotiation, presentation, and contract negotiation skills
- Ability to build relationships and influence stakeholders at all levels
- Strategic thinker with a hunter mentality and a passion for winning
- Excellent knowledge of the technology landscape, including IoT, cloud solutions, SaaS, and telematics solutions
- Proficiency in MS Office suite, CRM and CLM
- Proven track record managing enterprise accounts and driving business growth
- Demonstrated knowledge of account management strategies and processes including the ability to evaluate customer needs, overcome objections, develop business cases, and negotiate and close new business
- Experience with IoT solutions including video, vehicle and asset telematics, sensors, and AI preferred
- Experience selling to Fortune 1000 companies is highly desirable
- Bachelor's degree in business, engineering, or a related field is preferred
Benefits
- Plus sales incentive plan
- Remote work, from home
- Must have the ability to travel up to 30%
Company Overview
At Xirgo, we are the architects of confidence in motion, the future of smart fleet logistics. It was founded in undefined, and is headquartered in Attleboro, Massachusetts, USA, with a workforce of 201-500 employees. Its website is http://sensatainsights.com.