Key Account Director

About Xirgo Holdings, Inc

Xirgo Technologies offers a complete portfolio of proprietary supply chain monitoring and management technology to convert IoT data from information to insights — enabling the smartest telematics data analytics solutions.

General Summary

The Key Account Director will be responsible for developing and managing strategic relationships with our key enterprise customers, driving revenue growth, and ensuring the successful adoption of Xirgo Technologies' products and solutions. The Key Account Director will also be responsible for identifying, pursuing, and closing new business opportunities with strategic and enterprise clients. This aspect of the role is focused on outbound prospecting, strategic engagement, and driving revenue growth through new customer acquisition. This role requires a blend of technical expertise, strong relationship management, and a deep understanding of the technology industry.

Essential Functions and Responsibilities:

• Account Management:
• • Own and manage relationships with enterprise customers, ensuring alignment with Xirgo’s solutions and strategy.
  • Act as the primary point of contact for assigned accounts, proactively identifying customer needs and providing consultative support.
  • Establish trusted advisor relationships with customer stakeholders and executive sponsors.
  • Provide proactive account management through frequent engagement, quarterly reviews, and consistent customer touch points.
  • Champion the resolution of customer issues by working closely with teams in broader organization.
  • Understand our clients’ current business practices and strategic business drivers, identify pain points and link to our solution capabilities to deliver clear, quantifiable business value.
  • Implement account management plans to cross-sell and upsell within existing customer base.
• Sales Hunter:
• • Prospect and qualify new enterprise leads using a variety of methods including cold calling, email campaigns, LinkedIn outreach, and attending industry events.
  • Build and maintain a robust pipeline of qualified opportunities.
  • Conduct high-impact presentations and product demonstrations to stakeholders and decision-makers.
  • Stay informed on industry trends, competitive landscape, and customer needs.
  • Represent the company at trade shows, conferences, and networking events.
• Sales Leadership & Revenue Growth:
• • Identify and pursue opportunities to grow existing accounts, with a focus on increasing sales volume and product penetration.
  • Identify and pursue new enterprise/net new business opportunities to increase company relationships and sales volume.
  • Lead contract negotiations, pricing discussions, and closing processes to achieve revenue and profitability targets.
• Customer Experience & Technical Support:
• • Coordinate with the technical teams to ensure seamless product integration, deployment, and post-sales support for enterprise clients.
  • Provide technical guidance to customers, ensuring they maximize the value of Xirgo’s solutions.
  • Oversee the implementation of new solutions, ensuring that customers have a successful experience and that their business objectives are met.
• Market Intelligence & Reporting:
• • Monitor market trends, competitor activities, and customer feedback to stay ahead of industry developments.
  • Prepare and deliver regular performance reports, forecasts, and strategic insights to internal stakeholders.
  • Utilize CRM tools and internal processes to track account activity, sales performance, and customer interactions.  Provide accurate and detailed forecasts to senior management for effective business management.
• Collaboration:
• • Work cross-functionally with internal teams, including marketing, product, and customer success, to ensure seamless execution of solutions and client satisfaction.
  • Provide input on product improvements and features based on feedback gathered from customers, prospects, and market intelligence.
  • Mentor and guide junior account managers or sales staff as required.
  • Provide expertise and business acumen regarding new customer acquisition as well as provide leadership from your cumulative industry, product, and company-specific experiences. 

Skills and Abilities

·        Exceptional interpersonal and communication skills, with the ability to build and maintain relationships with C-level executives and key decision-makers.

·        Proven ability to close complex enterprise deals with long sales cycles.

·        Excellent negotiation, presentation, and contract management skills.

·        Ability to work in a fast-paced environment, manage multiple priorities, and adapt to changing customer needs.

·        Demonstrated experience employing a unique sales approach and sales methodology.

·        Ability to build relationships and influence stakeholders at all levels.

·        Strategic thinker with a hunter mentality and a passion for winning

Education and Experience

·        Minimum of 10 years of experience in account management, sales, or business development, specifically in the technology or IoT industry.  Experience with Video, Vehicle and Asset telematics/fleet management is a plus.

·        Proven track record of managing large, complex accounts and driving business growth.

·        Excellent knowledge of the technology landscape, including IoT, cloud solutions, software, and hardware technologies.

·        Experience selling to Fortune 1000 companies is highly desirable.

·        Demonstrated knowledge of account management strategies and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close new business

·        Bachelor’s degree in business, engineering, or a related field is preferred

Working Conditions

• Normal, no adverse or hazardous conditions. 
• Must have the ability to travel 50% of the time
• 70% account management / 30% new sales hunting

Disclaimer

This job description describes the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.