Director of Strategic Accounts - US Pacific Region

The Director of Strategic Accounts at DataVisor is responsible for managing and growing a portfolio of strategic enterprise accounts, with a focus on long-term partnerships and customer success. This includes developing account strategies to achieve revenue targets, driving product adoption, maintaining strong relationships with stakeholders, and identifying upsell opportunities. Collaboration with cross-functional teams is vital to meet customer needs and ensure satisfaction.

The ideal candidate for the Director of Strategic Accounts position at DataVisor should have at least 7 years of experience in enterprise SaaS sales or account management. A proven track record of managing accounts with up to $10M+ in annual recurring revenue, along with a deep understanding of the Fraud/Regtech landscape and the financial services industry, is crucial. Strong communication skills, executive presence, and the ability to develop strategic account plans are also essential.

The Director of Strategic Accounts plays a crucial role in customer success by acting as a trusted advisor to enterprise customers. They focus on understanding clients' business challenges and aligning DataVisor's solutions to drive value. Regular engagement, business reviews, and strategic planning sessions help in enhancing product adoption and ensuring customer satisfaction, ultimately contributing to revenue growth.

At DataVisor, the career growth trajectory for a Director of Strategic Accounts is promising, especially within a rapidly evolving tech landscape. With responsibilities that involve high-level decision-making and strategic planning, individuals have opportunities to further develop leadership skills, engage with C-level executives, and potentially move into higher executive roles as they demonstrate success in driving account growth and customer engagement.

As a Director of Strategic Accounts at DataVisor, you will utilize various tools for customer relationship management (CRM), primarily Salesforce.com, to maintain accurate records and forecasts. You'll also engage with data analytics tools to understand clients' business challenges better, which enables the identification of opportunities for upselling and cross-selling DataVisor's innovative solutions.

In your response, focus on specific examples showcasing your management of high-value accounts. Detail the strategies you implemented to grow these accounts, emphasizing your understanding of customer needs and your ability to provide tailored solutions that led to successful outcomes.

Discuss your method for building account strategies by emphasizing understanding customer pain points and goals. Highlight how you identify opportunities for upselling by actively engaging with clients, conducting business reviews, and leveraging data to present compelling value propositions.

Share your techniques for connecting with C-level executives, such as understanding their vision and challenges. Emphasize your ability to communicate value clearly, show genuine interest in their success, and your experience in customizing engagements that resonate with executive priorities.

Detail the proactive measures you take to ensure customer satisfaction, such as regular check-ins, business reviews, and feedback sessions. Discuss how you address concerns promptly and implement strategies to deepen the relationship, ultimately driving retention.

Explain your approach to contract negotiations, emphasizing your preparation by understanding both your company's offerings and the client's needs. Share examples of how you successfully navigated negotiations to create win-win scenarios, ensuring alignment and sustained partnerships.

Discuss how you gather and analyze data from previous sales, market trends, and customer inputs to create realistic revenue forecasts. Highlight the importance of maintaining clear communication with internal teams to ensure accuracy in forecasting and planning.

Share your experiences in collaborating with teams like Customer Success, Product, and Engineering. Emphasize your communication skills and your methods for ensuring everyone is on the same page, which allows for efficient problem solving and meeting customer needs.

Describe your role in driving product adoption, focusing on your strategies such as training, continuous engagement, and demonstrating value through data. Share success stories where your efforts resulted in significant adoption rates and enhanced customer satisfaction.

Explain your strategies for staying informed, such as attending industry conferences, participating in webinars, and engaging with professional networks. Highlight how this knowledge enables you to anticipate customer needs and promote relevant solutions.

Reflect on your passion for fraud detection and helping enterprises combat challenges in the financial landscape. Discuss DataVisor’s reputation as a leader in AI technology and how aligning with its values and goals excites you about contributing to innovative solutions in the industry.