Open LMS are looking for a Director of Account Management. As a Director of Account Management, you will be responsible for managing a team focused on supporting, expanding product footprint and growing our existing clients base through selling Open LMS products and services. Your team will have access to an extensive portfolio of powerful, flexible products -- together delivering a solid mix of sales opportunities at varying prospect-to-close timelines.

Specifically, you will manage a team of Account Managers and oversee sales operations for your team, as well as directly engaging with prospective customers and channel partners to position our solutions and technical services. You will engage with our Solutions Engineers, Consulting, and Services teams to help close opportunities and support your team and regional channel partners to do the same.

The role will be performed in a way that adheres to Open LMS values, policies and procedures and organisational standards in particular quality and service standards as well as adhering to relevant legislation.

Key Accountabilities

The key accountabilities of this role encompass duties that principally relate to the job purpose and may include other duties that are incidental or peripheral to the job purpose.

Duties of this role will include but are not limited to the following:

  • Develop and execute plans for the Open LMS Account Management team to achieve monthly, quarterly and annual renewal/sales targets
  • Enable and support team members to renew existing contracts as well as prospect, qualify, pursue and close new sales opportunities within the existing client base
  • Support team members through proper sales enablement and assist in complex renewals/ sales scenarios and negotiations
  • Accurately forecast for the team on a monthly, quarterly and yearly basis
  • Liaise with senior management to assist in converting complex opportunities, negotiations and pricing
  • Track and report on team members progress towards goals and document sales performance
  • Coach and mentor team members to help develop/ improve skills to support their job performance and career advancement
  • Recruitment and hiring of new Account Management team members as needed
  • Use/maintain internal sales tools (Salesforce.com) for CRM and forecasting
  • Regularly engage with product management to deliver team intelligence on prospective client needs

Key Result Areas

Performance objectives are based on the key accountabilities above and are aligned to organisational and team objectives. Individual performance measures and behavioural standards will be discussed and reviewed on a periodic basis in accordance with the Open LMS Performance Development Policy and Procedure.

Job Criteria

  • Experience in working in the e-learning or related industry
  • Excellent interpersonal, communication, team building and organizational skills
  • Ability to guide and mentor team members while holding them accountable
  • Has excellent oral and written presentation skills with a high attention to detail and time management
  • Has experience maintaining effective working relationships at senior management levels and demonstrated success in managing renewal and growth processes
  • Exceptional focus on client management
  • Problem-solving and analytical skills
  • Possess a deep understanding of working in an educational technology context with significant professional experience in the broader education sector (e.g. teaching, management, services, program management, consulting)

Open LMS is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, or any other protected factor.