Director of Strategic Accounts - US Eastern Region

2 Months ago • All levels

Job Summary

Job Description

As a Director of Strategic Accounts, you will be responsible for nurturing and expanding relationships with DataVisor's largest and most strategic enterprise customers. This role requires acting as a trusted advisor, ensuring customer success, driving adoption, and identifying opportunities for significant expansion and upsell within existing accounts. You will need a deep understanding of customer business needs and the ability to align DataVisor's AI-powered Fraud and Risk Platform solutions to achieve their strategic objectives, managing accounts up to $10 million in Annual Recurring Revenue (ARR) and driving incremental upsell.
Must have:
  • Manage and grow a portfolio of strategic enterprise accounts.
  • Develop and execute strategic account plans.
  • Build and maintain strong relationships with key stakeholders.
  • Understand customers' business challenges and objectives.
  • Drive product adoption and ensure customer satisfaction.
  • Identify and pursue upsell and cross-sell opportunities.
  • Collaborate with internal teams effectively.
  • Accurately forecast revenue and growth opportunities.
  • Lead contract negotiations and renewals.
Good to have:
  • Deep understanding of DataVisor's solutions.

Job Details

About DataVisor

DataVisor is the world’s leading AI-powered Fraud and Risk Platform that delivers the best overall detection coverage in the industry. With an open SaaS platform that supports easy consolidation and enrichment of any data, DataVisor's solution scales infinitely and enables organizations to act on fast-evolving fraud and money laundering activities in real time. Its patented unsupervised machine learning technology, advanced device intelligence, powerful decision engine, and investigation tools work together to provide guaranteed performance lift from day one. DataVisor's platform is architected to support multiple use cases across different business units flexibly, dramatically lowering total cost of ownership compared to legacy point solutions. DataVisor is recognized as an industry leader and has been adopted by many Fortune 500 companies across the globe.

Our award-winning software platform is powered by a team of world-class experts in big data, machine learning, security, and scalable infrastructure. Our culture is open, positive, collaborative, and results-driven. Come join us!

Summary:

As Director of Strategic Accounts, you will be responsible for nurturing and expanding relationships with our largest and most strategic enterprise customers. You will act as a trusted advisor, ensuring customer success, driving adoption, and identifying opportunities for significant expansion and upsell within existing accounts. This role requires a deep understanding of our customers' business needs and the ability to align DataVisor's solutions to achieve their strategic objectives, specifically managing accounts up to $10M ARR in aggregate and driving incremental upsell.

Responsibilities:

  • Manage and grow a portfolio of strategic enterprise accounts, focusing on long-term partnerships and customer success.
  • Develop and execute strategic account plans to achieve revenue growth targets within assigned accounts, including significant upsells and expansions.
  • Build and maintain strong relationships with key stakeholders at all levels within customer organizations, including C-level executives.
  • Understand customers' business challenges and objectives, and proactively identify opportunities to leverage DataVisor's solutions to drive value and ROI.
  • Drive product adoption and ensure customer satisfaction through regular engagement, business reviews, and strategic planning sessions.
  • Identify and pursue upsell and cross-sell opportunities within existing accounts, focusing on expansion into new business units and use cases.
  • Collaborate with internal teams, including Customer Success, Product, and Engineering, to ensure customer needs are met and issues are resolved promptly.
  • Accurately forecast revenue and growth opportunities within assigned accounts.
  • Maintain accurate and up-to-date records in Salesforce.com.
  • Lead contract negotiations and renewals for strategic accounts.

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About The Company

DataVisor is a startup that provides big data security analytics for consumer-facing websites and apps. The DataVisor solution works in real-time and leverages cloud computing to meet the needs of the largest Internet sites in the world. It is proven and deployed in production today. The company is founded by the world’s experts in Internet security and is backed by NEA, the largest venture capital firm by assets under management, and GSR, which has over $1B under management and specializes in high tech companies focused on China and global markets. DataVisor is based in Mountain View, CA.

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