What are the responsibilities and job description for the Account Director position at PTG?
Role Overview
The Account Director is responsible for the long-term health, retention, growth, and profitability of PTG’s existing customer accounts. After a new logo is secured by the Account Executive, the Account Director becomes the primary owner of the relationship. This role functions as a strategic advisor, responsible for driving expansion revenue, renewals, recurring revenue, and multi-threaded executive relationships.
Key Responsibilities
Account Growth & Expansion
- Lead upsell, cross-sell, and program expansion initiatives.
- Build and maintain account plans, stakeholder maps, and multiyear growth strategies.
- Identify client challenges and present PTG solutions that drive measurable outcomes.
Relationship Ownership
- Serve as the client’s primary point of contact and trusted advisor.
- Maintain deep relationships at the executive, operational, and field levels.
- Conduct cadence calls, business reviews, and executive alignment meetings.
Forecasting & Planning
- Maintain accurate forecasting in Q360, including expansion pipeline and renewal schedules.
- Monitor account health, satisfaction scores, and risk indicators.
- Provide customer and industry insights back to PTG leadership.
Cross-Functional Collaboration
- Partner with Operations, Engineering, Warehouse, Purchasing, and Digital teams to ensure seamless delivery.
- Collaborate with Project Managers to ensure customer expectations are met or exceeded.
- Provide Voice of Customer feedback to Innovation, Sales Leadership, and Marketing.
Renewals & Recurring Revenue
- Own renewals for software, services, and managed programs.
- Proactively address renewal risks 90–120 days in advance.
- Increase recurring revenue penetration across accounts.
Qualifications
- Bachelor’s degree in Business, Communications, Marketing, or related field; MBA or advanced business training preferred.
- 5 years of progressive experience in account management, enterprise sales, or client relationship leadership, preferably within AV integration, technology, or experiential industries.
- Proven success managing a portfolio of accounts.
- Demonstrated ability to develop and execute strategic account plans that drive growth, retention, and profitability.
- Strong business acumen and financial literacy, with experience in forecasting, pricing strategy, and contract negotiation.
- Excellent executive communication and presentation skills, with the ability to influence senior stakeholders internally and externally.
- Skilled at navigating complex, multi-location client environments and coordinating cross-functional teams to deliver solutions.
- Highly organized and self-directed with strong analytical and problem-solving abilities.
- Experience with Q360 preferred.