Strategic Account Director

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. As a Mid-Market Retail Strategic Account Director, you will own the growth of SPS's relationships with roughly 200 current customers: retailers, grocers, and distributors with up to $300 million in annual revenue. As the primary relationship owner for current subscribers of SPS Relationship Management, you will help customers automate the exchange of crucial supply chain data, drive and manage change across their supplier community, and expand the partnership through upsell and cross-sell.

Responsibilities

Own a defined territory of approximately 200 current mid-market retail customers, driving a value-based sales process to identify, develop, and close expansion opportunities; Act as primary relationship owner for current SPS Relationship Management customers, growing the partnership through upsell and cross-sell; Apply critical thinking to every pursuit, selecting and sequencing the right sales tools, resources, and SPS partners; Manage other contractual events, such as scope increases and decreases; Collaborate with SPS account teams to align on customer details and account strategy; Maintain a rolling 90-day pipeline to meet or exceed ARR quota; Maintain customer satisfaction by responding to customers in a timely manner; Document key findings, progress, insights, and pipeline velocity in Salesforce.com

Requirements

Bachelor's degree AND 5 years of relevant work experience with 3+ years quota-carrying sales experience OR some post-secondary education AND 9 years of relevant work experience; Demonstrated experience managing sales cycles from prospecting to close, including building pipeline, overcoming objections, using tools and resources to demonstrate ROI, forecasting, and persisting through short and long sales cycles; Strong critical thinking and sound judgment, comfortable operating in nuance and ambiguity; Clear, concise, and confident communicator (verbal, non-verbal, and written) with strong executive presence; Ability to translate business issues and technical information clearly for audiences with varied levels of expertise; Strong organizational skills, with the ability to prioritize and manage a large portfolio of accounts and keep a healthy pipeline; Excellent cross-functional collaboration skills; Demonstrated integrity, relationship-building, and leadership behaviors

Nice to have

Previous experience with SPS Retail/Community or selling SPS System Automation; Selling to the C-Suite across business functions (e.g., Merchandising, E-Commerce, Supply Chain, Operations, Logistics, Finance); Demonstrated success initiating, developing, and maintaining executive-level customer relationships; Proven competence with Microsoft Office and Salesforce.com; Willingness to leverage newer AI based tools such as Claude and CHAMP

Benefits

Health, dental, and vision insurance; Disability and life insurance; Paid time-off; 401(k); Health and flexible spending accounts; Stock purchase plan