Director Channel Sales Account Management

Sales Drexel Hill, Pennsylvania


Position at J2 Cloud Services

The Director of Sales Account Management will lead and manage all existing business sales operations for Excel Micro in North America. Excel Micro™ is part of the global Email Security business unit in J2 Global. The key objective of the position is to manage contract renewals and grow incremental sales for our email security services by up and cross selling, while reducing customer churn.

This role will report to the VP of Sales and Support Services, Excel Micro™.
This role requires a proven successful track record of building and managing all aspects of a sales organization including lead management, customer development, and business analytics.

Job Duties:

  • Lead day-to-day operations of pre-sales, sales, resellers and large end-customers for Excel Micro™.
  • Create, manage, train, communicate, and continuously improve all account management processes.
  • Achieve overall sales objectives including: incremental revenue growth through upsell and cross-sell, lead conversion rate.
  • Develops and implements effective strategies including engagement for ensuring client retention.
  • Drive revenue through cross sell and up sell to the existing customer base.
  • Create and analyze sales performance, pipeline, and other key metrics to enable business decisions and identify trends.
  • Oversee CRM data quality/integrity.
  • Develop and drive business planning, marketing programs, and goal attainment.
  • Drive daily accountability for reps on sales objectives and other metrics in the sales process.
  • Coach, mentor, develop, and measure the staff performance in support of overall sales growth and customer satisfaction.
  • Establish and maintain effective collaboration with the product team to provide customer feedback for new product enhancements.
  • Develops strategy for the retention and growth of the existing client base while ensuring that the account management team delivers cost-efficient, quality service.
  • Determines short- and long-term resource requirements within the department
  • Work with the marketing team to execute campaigns within the client base
  • Identify and leverage sales enablement tools for best practices, solutions, and automation processes
  • Foster close, productive relations with other teams, especially marketing and New Business sales counterparts required for partner targeting, pipeline development and sales execution
  • Ensure account management team is maintaining SFDC records of opportunities and contacts while providing routine communication about renewals, products, and programs
  • Works with the technical team to streamline processes
  • Review & approve all client agreements in terms of rate ranges, fees and contract terms in order to determine it confirms to the company’s standards as well as legal compliance
  • Manage escalated customer situations on behalf of team members (e.g. contract clarification/disputes or client support escalations
  • Work with A/R on a client-by-client basis as it relates to invoice
  • Establishes Account Management goals and priorities based on company projections
  • Establish the Sales Account Management Direction for the year and reassess as needed
  • Runs weekly reports to oversee pipeline
  • Manages and motivates staff (including hiring, performance management, and recognition duties)
  • Develops or has major input into the development of overall account management sales targets and quotas
  • Expands opportunities into untapped product portfolios and develops sales propositions
  • May be personally responsible for managing strategically important accounts
  • Create account strategies to drive sales across the business
  • Attracts recruit and hire top talent and maintain a high-performance team
  • Other duties as assigned


Job Requirements and Experience:

  • Minimum of 10+ years’ experience in sales in a fast-paced, high performance IT team environment of which a minimum of 5 years managing a sales team of direct reports.
  • Proven experience with Channel and recurring revenue models; SaaS experience a plus.
  • Excellent project management and communication skills.
  • Excellent organization skills.
  • Must have a positive attitude and takes initiative with a strong desire to learn
  • Track record of growing customer revenue.
  • Excellent verbal/written communication skills to effectively work with various departments.
  • Proven thought leadership, strategy making, and sales leadership experience.
  • Ability to build strong internal and customer-focused relationships and work seamlessly within a matrix managed environment.
  • Strong problem solving skills.
  • Service oriented attitude with a combination of terrific customer skills, attention to detail, and expertise in resolving customer issues quickly.
  • Proven track record of team building and development.
  • Proficient in Gmail and Google Docs, Microsoft Offices suite (Excel, Word, PowerPoint, Office), SFDC, and the ability to learn additional software.
  • Firm grasp on metrics and report building. Obsession with results and accountability.
  • Ability to understand technology and explain concepts, and/or solid experience in the industry.
  • Ability to manage multiple projects simultaneously under tight deadlines
  • BA/BS degree in a related field preferred


 About J2 Cloud Services:

Founded in 1995, J2 Cloud Services (NASDAQ:JCOM) is an award winning, leading provider of Internet services through its two divisions: Business Cloud Services and Digital Media.The Business Cloud Services Division offers Internet fax, virtual phone, hosted email, email marketing, online backup, unified communications and CRM solutions. It markets its services principally under the brand names eFax®, eVoice®, FuseMail®, Campaigner®, KeepItSafe® and Onebox® and operates a messaging network spanning 49 countries on six continents. The Digital Media Division, created with J2 Cloud Services' November 2012 acquisition of Ziff Davis, Inc. As of December 31, 2016, J2 Cloud Services had achieved 21 consecutive fiscal years of revenue growth. For more information about J2, please visit