Strategic Accounts Director

We’re Civica and we make software that helps deliver critical services for citizens all around the world. From local government to central [federal] government, to education, to health and care, over 5,000 public bodies across the globe use our software to help provide critical services to over 100 million citizens. 

Our aspiration is to be a GovTech champion everywhere we work around the globe, supporting the needs of citizens and those that serve them every day. Building on 21 years of continuous growth and success, we're at a pivotal point on our journey to realise that aspiration.  

We are looking for commercially focused creative problem solvers. People who can spot a potential opportunity and have the curiosity, drive and influence to translate this into a strategic project that can transform things for our clients and the communities they serve. This is a pivotal role for our business, requiring you to build C-Suite relationships, to get under the skin of your client’s vision for success, and the challenges or roadblocks they face in getting there. You will be a trusted partner, helping them to solve their problems by unlocking the potential of Civica software solutions to turn their vision into reality. 

As Director of Strategic Accounts: Local Government, you will support, guide and influence UK local government leaders to navigate their ever-evolving landscape. You will be a thought leader, showing how technology can be applied in innovative ways within the Local Government context. You will be the person that leaders want to speak with when they need help solving a highly complex problem. Your knowledge, insight and deep understanding of Local Government and the Public Sector will combine with your cutting-edge technological insight to add maximum value to your clients and to Civica. 

The role requires a unique blend of skills and motivations. It is about taking the long-term view. Building trusting, strategic relationships that go way beyond one individual deal. Sharing knowledge and insight, knowing when to support and when to challenge. Facilitating conversations with key stakeholders to galvanise commitment to a shared solution. This role requires drive, determination, exceptional communication skills and deep knowledge. This is a challenging and demanding role for smart, energetic people who want to make an impact. 

Requirements

• Strategic relationship building: Develop and maintain strong, long-term relationships with key decision-makers at the C-level in UK local government. Understand their business objectives, pain points, and operational needs to position our software solutions effectively. Accountable for local partnerships where they exist. Must be able to translate internally for other stakeholders to understand and act upon. 

• Account management: Take ownership of assigned large/sensitive or critical local government accounts, serving as the primary point of contact for C-level contacts. Develop a deep understanding of the customer's business landscape, ensuring customer satisfaction, retention, and identifying opportunities for upselling and cross-selling.  

• Revenue growth: Deliver revenue growth within an assigned territory through strategic deal closure and/or opening opportunities that are passed to the Line-of-Business sales team to close. Build and maintain a strong and accurate pipeline with a forecast accuracy of +/- 10%. 

• Drive holistic account cadence: Ensure a robust and holistic account management cadence both with the customer and internally. Orchestrate integrated relationships by conducting regular meetings with the customer to review progress, address challenges, and identify new opportunities for collaboration. Internally, collaborate with cross-functional teams to align efforts and deliver a seamless customer experience that exceeds expectations. Foster a culture of proactive communication and collaboration to drive mutual success. 
• Ownership of new business demand generation: Collaborate with marketing and sales enablement to create targeted campaigns and initiatives to generate demand for our software solutions. Proactively identify potential opportunities within the local government market and drive the adoption of our products, passing leads to line-of-business sales specialists where appropriate.  
• Strategic planning: Formulate account-specific strategic plans to achieve revenue and growth targets. Account and leverage existing local partnerships, as well as those increasing in likelihood, such as LGR, creation of a shared service, or devolution. Continuously monitor progress, adjust strategies as needed, and report on key performance indicators. 
• Trusted advisor and reliability: Serve as a responsive and reliable point of contact for c-level leaders. Ensure they feel heard and understood, providing guidance and support in navigating the challenges of the public sector.  
• Innovative approaches: Introduce challenging topics and alternative ways of working with peers and contemporaries to explore innovative approaches or resolutions to complex problems.  
• Relationships: Demonstrated success in building and nurturing executive-level relationships in multiple roles and accounts. Able to work as a long-term C-suite partner, understanding the client’s challenges, building trust, providing thought leadership, support, and challenge.  
• Influence: Excellent communication, presentation, and negotiation skills. Able to inspire, influence and mobilise others to action.  
• Commercial: Strong business acumen with the ability to understand and articulate complex software solutions to non-technical stakeholders in a compelling way that connects to their organisational vision and challenges. Able operate as a ‘connector’, exploring broad client challenges and identifying all the ways in which Civica could help to provide a seamless experience.  
• Drive: Results-driven, determined, with a track record of meeting and exceeding revenue targets, able to self-motivate over a long period of time, always keeping the end goal in mind. Thrives in a fast-pace, dynamic environment, is highly resilient and takes accountability for their actions. Motivated to always find solutions to a problem. 
• Creative problem-solving: Change focused, conceptual, sees new opportunities (even if they’re not immediately obvious to others). Strong critical reasoning, adept at understanding complex situations and developing practical situations that create the possibility for transformation. Looks at the long term, has a strategic mindset and will flex approach when needed to get to the end result, is willing to take calculated risk. 
• Collaboratively independent: Able to work independently with clients, and to leverage/contribute to the results of the overall team and the wider Civica business. Open about when and how they need support, and willingly offers support to others. 
• Familiarity with software solutions, SaaS, or technology sales is advantageous. 
• Willingness to travel as required (domestic and international). 

Benefits

Why You’ll Love Working with Us  

As a company, we’re passionate about what we do and the citizens we serve. If you, too, want to champion the use of technology in public services to improve outcomes for citizens and public sector organizations, then Civica is the right place for you. We will help you unlock the best version of yourself, achieve career growth, and make a real difference to people and communities.   

We know that when our people are happy, they work better and have greater job satisfaction. Here's what you can expect:  

• Diversity & Inclusion: We’re all different—and we love this about us. We provide an inclusive, safe, and welcoming environment to all Civicans, new and old.  

• Focus on Learning: There are heaps of opportunities to help you grow and be your best. We encourage you to drive your personal development and career.   

• Giving Culture: We encourage you to "give back" with benefits such as our Days of Difference leave, where you can volunteer for a charity of your choice.  

• Flexible Work: We have the technology and tools to support you working in our hybrid environment.