INIT Innovations in Transportation, Inc.
Director of Account Management
INIT Innovations in Transportation, Inc., Chesapeake, Virginia, United States, 23322
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Director of Account Management
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INIT Innovations in Transportation, Inc. As a senior leader, you will oversee our Account Management and Proposal Management teams, driving revenue, retention, and customer satisfaction across all corporate accounts. Leadership & Team Management
Own performance of the Account Managers and Proposal Managers, including revenue, retention, forecast accuracy, and proposal quality. Set team KPIs, quotas, and performance expectations aligned with revenue and retention goals. Set clear expectations, inspect execution, and take corrective action when standards are missed. Conduct one-on-ones, pipeline reviews, and quarterly performance evaluations. Hold AMs and PrMAs accountable for account plans, QBR quality, pipeline hygiene, and follow-through. Customer Relationship & Executive Engagement
Provide senior-level oversight and escalation support for customer relationships. Personally own executive relationships for INIT’s most critical accounts. Step in early on at‑risk accounts and drive recovery plans. Oversee regular QBRs, executive business reviews, and long‑term partnership planning to ensure customers see INIT as a long‑term strategic partner, not a vendor. Account Growth & Retention
Drive renewals, support agreements, hardware refreshes, and expansions across INIT’s portfolio. Guide AMs in identifying upsell opportunities. Oversee pricing strategy that balances competitiveness, margin, and long‑term value. Operational & Business Management
Enforce accurate forecasting, pipeline visibility, and Salesforce discipline. Standardize reporting, account plans, Quarterly Business Review templates, and renewal processes. Provide recurring reporting to senior leadership on revenue, retention, and account health. Cross‑Functional Strategy
Break down internal friction that slows execution for customers; collaborate closely with Project Management, Engineering, Support, and Product. Align account strategy tightly with corporate growth priorities. Represent INIT at customer meetings, industry conferences, and technical forums. Required Qualifications
Bachelor’s degree in Business, Engineering, or related field (MBA preferred). 10+ years in account management, client success, or transit technology. 5+ years managing sales, account management, or customer success teams. Proven success in customer retention, revenue growth, and complex B2B environments. Strong financial and contractual acumen. Proficiency in Salesforce and Microsoft 365. Seniority level
Director Employment type
Full‑time Job function
Business Development and Sales Industries
IT Services and IT Consulting Referrals increase your chances of interviewing at INIT Innovations in Transportation, Inc. by 2x Sign in to set job alerts for “Director of Account Management” roles. #J-18808-Ljbffr
Director of Account Management
role at
INIT Innovations in Transportation, Inc. As a senior leader, you will oversee our Account Management and Proposal Management teams, driving revenue, retention, and customer satisfaction across all corporate accounts. Leadership & Team Management
Own performance of the Account Managers and Proposal Managers, including revenue, retention, forecast accuracy, and proposal quality. Set team KPIs, quotas, and performance expectations aligned with revenue and retention goals. Set clear expectations, inspect execution, and take corrective action when standards are missed. Conduct one-on-ones, pipeline reviews, and quarterly performance evaluations. Hold AMs and PrMAs accountable for account plans, QBR quality, pipeline hygiene, and follow-through. Customer Relationship & Executive Engagement
Provide senior-level oversight and escalation support for customer relationships. Personally own executive relationships for INIT’s most critical accounts. Step in early on at‑risk accounts and drive recovery plans. Oversee regular QBRs, executive business reviews, and long‑term partnership planning to ensure customers see INIT as a long‑term strategic partner, not a vendor. Account Growth & Retention
Drive renewals, support agreements, hardware refreshes, and expansions across INIT’s portfolio. Guide AMs in identifying upsell opportunities. Oversee pricing strategy that balances competitiveness, margin, and long‑term value. Operational & Business Management
Enforce accurate forecasting, pipeline visibility, and Salesforce discipline. Standardize reporting, account plans, Quarterly Business Review templates, and renewal processes. Provide recurring reporting to senior leadership on revenue, retention, and account health. Cross‑Functional Strategy
Break down internal friction that slows execution for customers; collaborate closely with Project Management, Engineering, Support, and Product. Align account strategy tightly with corporate growth priorities. Represent INIT at customer meetings, industry conferences, and technical forums. Required Qualifications
Bachelor’s degree in Business, Engineering, or related field (MBA preferred). 10+ years in account management, client success, or transit technology. 5+ years managing sales, account management, or customer success teams. Proven success in customer retention, revenue growth, and complex B2B environments. Strong financial and contractual acumen. Proficiency in Salesforce and Microsoft 365. Seniority level
Director Employment type
Full‑time Job function
Business Development and Sales Industries
IT Services and IT Consulting Referrals increase your chances of interviewing at INIT Innovations in Transportation, Inc. by 2x Sign in to set job alerts for “Director of Account Management” roles. #J-18808-Ljbffr