Client Partner, Senior Director

The Client Partner – Enterprise Account role serves as the primary post-sale point of contact for a strategic client based on revenue and opportunity size. The Client Partner is responsible for their satisfaction and future growth. Uses in-depth knowledge of client industry and/or business processes, deep knowledge of the product(s) being sold and technical expertise to drive and increase adoption and utilization of company products across Acxiom and the IPG Enterprise. Demonstrates product features beyond central functionality to help the customer achieve specific business results and maximum value from their investment in Acxiom product(s). Strong strategic mindset to be able to identify and recommend specific solutions to achieve customer’s desired result.
Holds direct responsibility for identifying opportunities and closing revenue from assigned enterprise level client, including upselling and cross-selling of related products, including accountability for client renewal and retention results. Ensures best practices are adopted for product use and clients are maximizing value from product/service investments. Handles escalations and coordinate across functional areas of the company, including Sales, Professional Services, Engineering, Finance, Delivery, Marketing, Training, and/or Support.

COMPETENCIES

• Revenue Driver: Ability to contribute to the generation of revenue proactively and strategically across Enterprise level client. Possess the skills and knowledge needed to identify, create, and seize opportunities that lead to increased sales, income, and profitability.
• Consultative: Ability to engage with clients in a collaborative and client-focused manner to understand their needs, provide expert advice, and offer solutions that address those needs effectively. Strongly skilled in active listening, problem-solving, and the ability to build trust-based relationships with Enterprise level client, and colleagues across all levels.
• Client Advocate: Represent and champion the interests, needs, and concerns of clients. Serve as a dedicated liaison, ensuring that the clients' expectations are met, they are achieving benefit realization, their issues are addressed, and their overall experience is positive and satisfactory.
• Relationship Builder: Ability to initiate, develop, nurture, and maintain positive and meaningful connections with others, whether they are colleagues, the client, stakeholders, IPG organizations or external partners. Strong relationship-building skills excel in establishing rapport, trust, and mutual respect, which are essential for effective collaboration and achieving common goals.
• Industry Expertise: Comprehensive knowledge and deep understanding of both the Insurance and Agency space. Possess specialized insights, and a nuanced understanding of the market dynamics, trends, challenges, regulations, and competitive landscape of the industry.

DUTIES AND RESPONSIBILITIES:

• Consistently deliver high quality work on time and against commitments.
• Achieves revenue run rate and incremental growth targets, profitability targets, and other sales related goals within named Enterprise level client.
• Proactively identifies new revenue opportunities and drives account growth and profitability acceleration including new business, up-sell, and cross-sell opportunities.
• Develops and improves client relationship across the organization including the marketing, business and IT teams by providing consultation and expertise: aligning client business needs to Acxiom products, solutions, and services as well as solutions across the IPG network.
• Establishes annual and monthly revenue and bookings forecasts.
• Meets and exceeds revenue targets, and other sales and revenue related goals.
• Responsible for managing within salesforce all records of sales, revenue, and other key account information.
• Creates and maintains appropriate, well-managed pipeline.
• Proactively monitors account and determines avenues for account growth through strategic account planning across the organization.
• Creates value and differentiates Acxiom services and products from competitors.
• Consults with client on new use cases and capabilities to enable organic growth (including decision engines, platform technologies, digital enablement, analytics, channel expansion, etc.) 
• Leads or facilitates contract negotiations for new business and renewals.
• Escalation points for status, issues, problems, and feedback to client/stakeholders and teams
• Work closely with delivery team managers helping support overall account operations.
• Work closely with our agency partners to develop and support overall account relationships.

WHAT WILL SET YOU APART:

• Fifteen (15) + years of relevant experience. In the absence of a bachelor's degree, relevant experience of an equivalent time will be considered.
• Solution selling experience in the data, digital, MarTech and/or AdTech ecosystem(s).
• Multi-functional leadership experience (Consulting, BPO, General Management, etc.)
• Experience in Marketing and Marketing Technologies, including data insights, analytics, and digital marketing experience.
  • Knowledge of martech and ad tech ecosystem and technology.
  • Deep knowledge of the application of consumer and behavioral data.
• Proven track record of meeting/exceeding goals and experience with sales targets.
• Proven success in managing clients with multiple lines of business.
• Ability to map technology solutions to solve business problems or advance business goals.
• Demonstrating resilience and creativity to gain commitments over challenging sales cycles.
• Strong Problem-solving skills
• Financial and Business acumen
• Experience and temperament working in high-pressure, fast-paced environments.
• Conversational style and ability to ask relevant questions (Solution Selling).
• Strong history of successful consultative, relationship-based selling.
• Strong presentation skills, including advance PowerPoint abilities.

Why Acxiom? We pride ourselves on cultivating an environment that is inclusive, flexible, and full of opportunities for growth. Many of our associates stay at Acxiom for decades, which speaks to our love for and dedication to our associates. Acxiom repeatedly wins company awards including Great Places to Work, Best Workplaces for Innovators and Women. If you want to work at a tech company that prioritizes innovation, empowers diversity, believes in work-life balance, provides world-class associate training and development, and offers great benefits, this IS the place for you! 

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Primary Location City/State:

Homebased - Conway, Arkansas

Additional Locations (if applicable):

Acxiom is an equal opportunity employer, including disability and protected veteran status (EOE/Vet/Disabled) and does not discriminate in recruiting, hiring, training, promotion or other employment of associates or the awarding of subcontracts because of a person's race, color, sex, age, religion, national origin, protected veteran, military status, physical or mental disability, sexual orientation, gender identity or expression, genetics or other protected status.

Attention California Applicants:  Please see our CCPA/CPRA Privacy Act notice here.

Attention Colorado, California, Connecticut, Maryland, Nevada, New Jersey, New York City, Ohio, Rhode Island, and Washington Applicants: This position is not located in the aforementioned locations but applications for remote work may be considered. For information about this role under state or local equal pay or pay transparency laws, please contact [email protected].