Strategic Account Director

About the role

SPS Commerce is a leading provider of cloud-based supply chain management solutions, serving a global network of retail trading partners. We foster a collaborative and inclusive work environment where innovation and continuous improvement are highly valued. Join SPS Commerce and be part of a dynamic team that's transforming the global retail supply chain!

Position Summary

As a Mid-Market Retail Strategic Account Director, you will own the growth of SPS's relationships with roughly 200 current customers: retailers, grocers, and distributors with up to $300 million in annual revenue. As the primary relationship owner for current subscribers of SPS Relationship Management, you will help customers automate the exchange of crucial supply chain data, drive and manage change across their supplier community, and expand the partnership through upsell and cross-sell.

No two accounts or pursuits look alike. You will draw on a broad set of sales tools, resources, and cross-functional partners to advance each opportunity, and you will be comfortable making sound judgment calls where there may not be a clear playbook. This is a quota-carrying, fast-paced role for a critical thinker who communicates with confidence and presence, stays organized across a large territory, and collaborates well with others.

What will I be doing

• Own a defined territory of approximately 200 current mid-market retail customers, driving a value-based sales process to identify, develop, and close expansion opportunities.
• Act as the primary relationship owner for current SPS Relationship Management customers, growing the partnership through upsell and cross-sell, including additional phases of supplier onboarding, additional data exchanges (item, analytics), product add-ons like Visibility Management, and maximizing Ongoing Supplier Onboarding where applicable.
• Apply critical thinking to every pursuit: assess each customer's situation, priorities, and stakeholders, then select and sequence the right sales tools, resources, and SPS partners to advance the opportunity.
• Manage other contractual events, such as scope increases and decreases.
• Collaborate with SPS account teams to align on customer details and account strategy, communicate key information openly, and gain the support needed to ensure customer success, in a way that reflects SPS Values.
• Maintain a rolling 90-day pipeline to meet or exceed ARR quota.
• Maintain customer satisfaction by responding to customers in a timely manner and ensuring each customer is properly aligned with customer success.
• Document key findings, progress, insights, and pipeline velocity in Salesforce.com.
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Location: Minneapolis, MN (Hybrid)

What skills do I need

• Bachelor's degree AND 5 years of relevant work experience with 3+ years quota-carrying sales experience OR some post-secondary education AND 9 years of relevant work experience.
• Demonstrated experience managing sales cycles from prospecting to close, including building pipeline, patiently overcoming objections, using tools and resources to demonstrate ROI, forecasting effectively, and persisting through both short and long sales cycles.
• Strong critical thinking and sound judgment: comfortable operating in nuance and ambiguity, adapting your approach to each unique opportunity, and choosing the right tools and tactics from a broad toolkit.
• Clear, concise, and confident communicator (verbal, non-verbal, and written) with strong executive presence: able to adjust vocal tone and inflection, listen actively, and write relevant, engaging content.
• Ability to translate business issues and technical information clearly for audiences with varied levels of expertise.
• Strong organizational skills, with the ability to prioritize and manage a large portfolio of accounts, keep a healthy pipeline, and follow through on details.
• Excellent cross-functional collaboration skills, working effectively with product management, support, sales leadership, and senior management.
• Demonstrated integrity, relationship-building, and leadership behaviors.
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Preferred Qualifications

• Previous experience with SPS Retail /Community or selling SPS System Automation is ideal, including selling to the C-Suite across a variety of business functions (e.g., Merchandising, E-Commerce, Supply Chain, Operations, Logistics, Finance).
• Demonstrated success initiating, developing, and maintaining executive-level customer relationships.
• Proven competence with Microsoft Office (e.g., Word, Excel, PowerPoint, Outlook) and Salesforce.com, and willingness to leverage newer AI based tools such as Claude and CHAMP as they are available.
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What We Offer

At SPS Commerce, we are committed to ensuring that each employee's compensation reflects their unique experiences, performance, and skills in their role. The salary range for this role considers several factors, including education, relevant skills, work history, certifications, location, and more.

• The total annualized on-target compensation for this role is: $155,000 (which includes a base salary and commission).
• SPS Commerce offers a comprehensive package of benefits including health, dental, vision, disability and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more.

Commitment to our Employees

At SPS we power connections that drive the world of commerce forward, and our success depends on making strong decisions, fostering innovation, delivering unparalleled customer solutions, and driving outstanding business performance. We achieve this by creating an environment where every employee feels a true sense of belonging. We embrace diversity, equity, and inclusion, ensuring everyone feels accepted, valued, and empowered to make a meaningful impact.