Account Director, Cision

• Exhibits an exceptional degree of ingenuity and creativity. Regularly develops brand new concepts, processes, technologies, scientific principles and/or theories. Regarded as an expert in the field internally and externally
• Develops information and technology, which advances knowledge in the field. Discovers unique solutions for technological challenges and/or advancements in an industry
• Acts autonomously to uncover and resolve issues associated with new technologies and/or advancements. Work is self-initiated. Serves as a consultant to management to implement new technology and/or advancements. May act as informal team lead, and/or coach to less experienced team members
• Serves as a consultant to top management in long-range company planning concerning new or projected areas of technological research and advancement. Prime spokesperson on company's technical capabilities. Frequently interacts with customers or industry thought leaders
• Research and develops highly advanced applications resulting in new business opportunities for the company. Erroneous decisions or failures to achieve results may have a long-term negative effect on the organization’s reputation and business posture
• Typical experience: 10+ years in a related role or experience
• Actual experience may vary depending on role complexity, geography, and internal development opportunities or a comparable mix of training, education, and experience
• Significant experience managing Enterprise or Government account portfolios
• Demonstrated ability to drive complex expansion and renewal outcomes
• Strong executive presence and strategic negotiation capability
• Experience navigating procurement and regulatory frameworks
• This position requires the ability to remain in a stationary position for extended periods and involves frequent use of a computer and other standard office equipment
• It also requires effective communication in person and through digital channels, occasional movement within the workspace, and handling of light materials (typically under 10 pounds)
• Specific vision abilities include close vision and the ability to adjust focus
• It may be performed in an office, remote, or hybrid work environment, depending on business needs and applicable work arrangements
• Standard working hours apply, though flexibility may be required to accommodate deadlines or collaboration across time zones
• Travel may be required depending on business needs
• Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions

Desirable

• This role is responsible for owning, retaining, and growing large, complex Enterprise and Government accounts by driving significant expansion of ARR and durable NRR performance
• This role leads strategic account planning, multi-year expansion strategies, account management, and complex renewal negotiations across executive-level, procurement, and compliance-driven buying environments
• Own and deliver expansion ARR quota and renewal outcomes within Enterprise and Government accounts
• Develop and execute strategic, multi-year account plans focused on long-term value expansion
• Lead advanced discovery across executive, users, procurement, security, and technical stakeholders
• Navgate regulatory, compliance, and procurement frameworks associated with Enterprise and Government customers
• Drive complex expansion negotiations with higher average selling prices and extended sales cycles
• Lead and execute the Meddpicc sales process throughout an assignment book on Enterprise clients
• Proactively manage renewal risk and pricing strategy to protect NRR performance
• Maintain strong forecast accuracy and commercial inspection rigor
• Partner cross-functionally to align expansion strategy with delivery capacity and portfolio roadmap
• Lead a team approach of resources and elevate account planning standards
• Perform other duties and responsibilities as required to support business needs