Major Account Director

Duck Creek Technologies Boston , MA 02298

Posted 2 months ago

Challenging convention. Trying new things. Reshaping an industry.

The team at Duck Creek helps insurance companies bring amazing ideas to life quickly and easily with software that thinks and works like they do. We're fueled by sharing ideas openly, challenging conventions, trying new things, and valuing "Why not?" over "Why?" Our certainty that there is always a better way to do things keeps carriers ahead of their competition and is helping to reshape an industry.

If having a hand in transforming one of the world's oldest and largest industries into a standard for innovation, open exchange, and peerless user experience sounds exciting, let us know. We may be looking for you.

Major Account Director

Major Account Director is the sales and account lead assigned to one or more strategic customers and helps deepen and expand the Duck Creek's engagement with a defined strategic, market-leading, large, global customer. He/she is accountable for global revenue growth, the end-to-end satisfaction, and reference-ability of the customer(s) throughout the customer life cycle. The individual will lead and coordinate Duck Creek's onsite and virtual account team orchestrating all Duck Creek team members around a single, clear articulated account strategy. To drive toward success, the Major Account Director ensures three critical elements are in place: a customer validated multi-year road map, an associated account strategy and annual plan, as well as effectively deploying and executing against the customer-Duck Creek agreed governance model (including the assigned Executive Sponsor). He/she is ultimately measured by growth in overall revenues, protecting the maintenance base, and increasing the NPS over time.

Responsibilities:

  • Orchestrates and leads the execution of the account strategy, incorporating virtual account team (including sales, solutions, services, and partners)

  • Is the Sales lead on the account(s) with primary focus on software license growth in partnership with the services team driving services growth.

  • Coordinates all customer- facing functions, including executive sponsor engagement, strategic program reviews, etc. all to achieve tighter more profitable business plans, thus increasing customer satisfaction and further solidifying the Major Account Directors position as a trusted adviser.

  • Completes long-term business strategy planning and creates the Duck Creek-enabling innovation agenda with the customer

  • Drives and identifies co-innovation opportunities, then facilitates moving from pipeline to delivery of the opportunities.

  • Develops long term c-level relationships, creates and manages a strong joint Duck Creek-customer governance model, and ensures that the Duck Creek assigned executive sponsor is appropriately engaged

  • Leads integrated account planning and ensures that Duck Creek footprint is expanded with involvement of all relevant account team members and strategic engagement with partners

  • Proactively identifies customer problems and proposes Duck Creek solutions

  • Influences and leads a virtual team of resources from various functions and geographies.

  • Drives revenue growth across all Duck Creek throughout the customer lifecycle

  • Creates barriers to entry for competitors, protecting Duck Creek's customer base

  • Provides leadership around value realization

Requirements:

  • 10+ years of business experience in Sales or Consulting with complex business software / IT solutions

  • 5+ years of deep insurance industry/domain expertise

  • 5+ years of Large Account Management experience / leading account teams

  • Strong knowledge of the complete Duck Creek offering (including Service and Support)

  • Experience as project delivery lead preferred.

  • Experience with long term planning of resources, technology and account structure

  • Exceptional communication skills.

  • Proficient in Microsoft Excel and Word

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Major Account Director

Duck Creek Technologies