Director, Global Key Accounts EMEA
Monotype · London
Are you our “TYPE”?
Named "One of the Most Innovative Companies in Design'' by Fast Company, Monotype brings brands to life through type and technology that consumers engage with every day. The company's rich legacy includes a library that can be traced back hundreds of years, featuring famed typefaces like Helvetica, Futura, Times New Roman and more. Monotype specializes in the design, development, licensing, and management of typefaces and font technologies for the world’s biggest global brands and individual creative professionals, offering a wide set of solutions that make it easier for them to do what they do best: design beautiful brand experiences.
Want to learn more about who we are, what we do, and how you can become part of our team of over 1,000 talented employees across the globe? Visit us at www.monotype.com.
As the Director for our Global Key Accounts Team within EMEA, you will be responsible for leading our Global Key Account initiatives, implementing strategies as directed by Snr Director, Global Key Accounts - EMEA that will allow the Company to ensure that the team are cultivating and nurturing relationships with our most significant clients and ensuring a seamless experience with Monotype. The ideal candidate will have a proven track record of selling within large Enterprise businesses as well as a proven track record of leading sales teams, with deep insights in to unique market dynamics within the EMEA region. Please note, this role will require occasional travel within EMEA and the US.
What you’ll be doing:
- Direct the day-to-day activity of Global Key Account Directors within EMEA (primarily UK), ensuring that they develop and execute account plans to achieve revenue targets and maximise account growth
- Combine coaching, mentoring and training to foster a strong focus on client relationship management, individual forecasting and performance management to ensure members of the team are meeting assigned quota targets.
- Develop strategic Global Key Account Plans to drive revenue and increase market share from existing clients
- Have a deep understanding of our products and services, building logical product progression talk track to educate customers
- Set quality objectives, performance standards and priorities that are implemented and monitored across the team. In collaboration with other Directors, participate in quarterly business reviews to assess performance, find solutions to address concerns, and together with reps identify opportunities for expansion to ultimately influence customer growth
- Maintain communication with senior management through weekly revenue reporting to ensure that there is a clear understanding of the health of the pipeline, status of deals, and opportunities for executive championing.
- Manage and deliver detailed and accurate sales forecasting.
- Provide market perspectives (region, verticals) and ideas to help Monotype grow and retain market share and revenue in region
- Monitor competitor activity and market trends and share insights with Snr Director, Global Key Accounts - EMEA as well as other Sales Leadership within GKA.
- Serve as a trusted advisor to clients, providing strategic guidance and insights to help them achieve their business objectives
What we’re looking for:
- Business degree and 5+ years of experience in account management, sales, or business development, preferably in a B2B environment.
- At least 5+ years management experience, preferred
- Proficient in MEDDPICC and value based selling methodologies, with the ability to embed them across the team to improve deal qualification, articulate customer value, increase win rates and drive predictable revenue growth.
- Proven track record of exceeding sales targets and driving revenue through new business, retention and growth,
- Strong understanding of industry and market dynamics, with the ability to anticipate client needs and identify growth opportunities.
- Highly organised, excellent planning, analytical and communication skills.
- Demonstrated ability to support and assist a team in closing annual or multi-year agreements
- Strategic thinker with proven results as a strong mentor, who can get the most out of a bright, collaborative team in a high growth entrepreneurial environment
- Travel required 25%
- Proficiency in CRM software (Salesforce preferred) and Microsoft Office Suite.
What’s in it for you:
- Hybrid work arrangements and competitive paid time off programs.
- Competitive compensation with corporate bonus program & uncapped commission for quota-carrying Sales
- A creative, innovative, and global working environment in the creative and software technology industry
- Competitive Medical, Dental, and Vision Coverage to meet all your healthcare needs.
- Highly engaged Events Committee to keep work enjoyable.
- Reward & Recognition Programs (including President's Club for all functions)
- Professional onboarding program, including robust targeted training for Sales function
- Development and advancement opportunities (high internal mobility across organization)
- Retirement planning options to save for your future, and so much more!
Monotype is an Equal Opportunities Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.