lead enterprise client relationships
Thank you for your interest; this position has been filled. To view open positions, visit fathomdelivers.com/join-the-team.
Our Account Directors are responsible for leading and maintaining successful enterprise client relationships. As an advocate for the client, you’ll play an active role in helping craft strategic recommendations and deliverables.
The best Account Directors are more than a main point of contact for our clients. Instead, you’re a strategic leader who creates win-win scenarios for our client partners and business. Accountable for growing client relationships and revenue while driving account strategy, you should be comfortable collaborating on digital marketing approaches and facilitating operational planning.
You should be familiar with all aspects of digital marketing—including paid search, display, social, nurture, creative, SEO, and analytics—displaying channel fluency when representing our solutions with demonstrated ability to uncover client business goals and illustrate marketing’s return on investment. You should be prepared to review a successful track record of account management, revenue generation, and strategic leadership.
Your primary focus will be retaining and growing our current clients, not driving new business through cold calling or lead qualification. As such, some travel is required to develop the deep, genuine relationships that make us successful.
responsibilities
As the main point of contact for a variety of our clients, few days are exactly alike. With that said, we expect you to:
Lead with a consultative, relational approach:
- Establish, grow, and maintain relationships with C-suite stakeholders and executive sponsors across enterprise organizations.
- Understand our clients and their businesses at depth. This includes their industry, competitive positioning and messaging, their tactical needs, and their available resources, while demonstrating strong business acumen.
- Comprehend our areas of digital marketing expertise and represent them in conversations with our clients.
- Translate complex digital and technology solutions for executive-level and non-technical stakeholders.
- As an advocate for our clients, partner with our digital specialists on strategic recommendations that solve business needs, helping to unify strategy, channels, platforms, approach, and budget.
- Act as the client during internal discussions, providing a third-party perspective and healthy challenge to strategies and results to ensure alignment to client goals, business initiatives, and marketing strategies.
- Stay current with modern marketing trends. Our clients expect us to be fluent in digital marketing, so it’s important for our team to continue learning.
- Identify gaps in account performance and make recommendations for improvement; understand digital marketing performance metrics and the platforms we leverage for reporting—like Google Analytics.
Drive the progression of opportunities:
- Lead both tactical conversations with day-to-day contacts and strategic conversations with senior-level client personnel.
- Proactively identify opportunities that lead to the retention and growth of existing accounts.
- Secure additional revenue opportunities and client growth through discovery, consultation, and strategic recommendations.
- Anticipate your client's needs and translate them into strategies we can deliver demonstrating an ability to “connect the dots” across channels to propose and deliver solutions that help our clients win.
- Increase deal velocity by deploying intentional strategies to overcome objections, navigate the dynamics of buying committees, and position the value of professional services.
- Design and coordinate internal and external approvals for all Statements of Work.
Facilitate an ideal Fathomer experience by translating what the client needs into what we can deliver:
- Ensure quality work is delivered to clients, every time. While our teams have QA processes, our Account Directors strive to deliver the highest quality work.
- Lead effective and efficient cross-functional interaction among Fathomers to create client success, including internal and client-facing meetings to prioritize current and upcoming projects and tasks.
- Set up our internal team up for success; maximize team output and efficiencies through:
- Clear communication and documentation
- Prioritization and management of client expectations
- Planning and oversight of digital campaigns
- Promptly address scope challenges and issues with clients.
- Demonstrate leadership and mentoring skills through coaching team members.
requirements
Does that sound like a day you’re excited to tackle? We think you’re a fit for this position if you:
- Possess a minimum of 10 years’ experience in enterprise account management and/or sales in an agency environment.
- Possess a minimum of 5 years’ experience in digital marketing including paid media, SEO, marketing automation, and analytics.
- Are a highly motivated self-starter with a proven track record of growing enterprise client relationships and revenue.
- Feel selling is second nature, creating opportunities that evolve organically due to level of client consultation and solving business challenges with valid, valuable solutions.
- Have excellent presentation, communication, and negotiation skills with experience liaising with clients at senior level.
- Have an exceptional work ethic and the willingness to go above and beyond to get the job done while maintaining a supportive, empowering, and positive attitude.
- Are a team player with orientation towards contribution, collaboration, and continuous improvement.
- Demonstrate a strong aptitude for strategic thinking and tactical execution.
- Have unmatched relationship building skills thanks to your dynamic and flexible personality.
- Earned a B.S. or B.A. degree in business or communications.
- Possess expertise in Microsoft suite (Word, Excel, PPT).
- Industry experience or knowledge in higher education, healthcare, or B2B services.
- Familiarity managing communications, activities, and pipeline in CRM platforms like HubSpot and Salesforce.
- Experience working within channel platforms such as Google Ads, Facebook, programmatic management, etc.
pluses
Some individuals are better qualified than others. While the absence of the following skills isn’t a deal breaker, their presence will certainly help your case.
- Industry experience or knowledge in higher education, healthcare, or B2B services.
- Familiarity managing communications, activities, and pipeline in CRM platforms like HubSpot and Salesforce.
- Experience working within channel platforms such as Google Ads, Facebook, programmatic management, etc.
benefits
Fathomers love our traditional and unique employee benefits. As a member of our team, you can take advantage of the following benefits:
- health, dental, and vision insurance
- 401(k) with company match
- flexible hours and work from home opportunity
- paid holiday leave from Christmas Eve through New Years’ Day
- paid sabbatical
- paid parental leave
Other great benefits include company paid life insurance and short term disability; an annual charitable contribution match; a learning grant for professional development and training; and paid pet bereavement.