Job Description

SONIFI is known around the world as the best guest technology provider in hospitality, and it’s all because of the people behind the technology. For more than 45 years, SONIFI has been where employees thrive on collaboration and curiosity, helping hotels solve challenges with patented innovations that shape technology experiences for staff, guests, and the best companies in the industry. For the next step in your career, it’s time to set a new standard with SONIFI.

We’re looking for an experienced Director, Key Accounts to grow and strengthen some of SONIFI’s most important hospitality customer relationships. This is a home-based sales role for someone who knows how to think strategically about major accounts while still driving the day-to-day activity needed to expand business, acquire high-value opportunities, and achieve growth targets.

You’ll be responsible for growing and maintaining high-profile key accounts, expanding SONIFI’s footprint, driving upsell opportunities, and ensuring strong retention through relationship management and customer satisfaction. Your accounts will include important hospitality management companies, ownership groups, and other operators, requiring you to develop relationships with key decision-makers and influencers while selling SONIFI’s full portfolio of solutions.

What you’ll do

Reporting to the VP of Key Accounts, you’ll take a strategic approach to account planning and long-term customer growth while tactically driving the business necessary to achieve assigned revenue and gross profit objectives.

• Develop and execute strategic growth plans for assigned high-profile key accounts, identifying new opportunities, expanding SONIFI’s footprint, driving upsells, and proactively building relationships with key decision-makers and influencers, including architects, contractors, FF&E vendors, referral partners, and other hospitality stakeholders.
• Own and actively manage your sales pipeline from prospect through the full sales cycle, maintaining prompt and accurate documentation in Salesforce, forecasting opportunities, and balancing the needs of assigned accounts, prospecting, and sales administration to achieve and exceed quota.
• Develop trusted-advisor relationships by continually assessing and validating customer needs, building strong and lasting relationships, and proactively conducting customer calls, sales pitches, presentations, and other customer engagements. Partner closely with Customer Success on QBRs and ongoing engagement strategies that drive retention, cross-selling, and upselling.
• Become an expert on SONIFI’s products and solutions and ensure appropriate solutions are designed and proposed to meet the mutual interests of the customer and SONIFI, considering installability, supportability, customer satisfaction, financial impact, business requirements, and operational considerations.
• Problem-solve for customers by analyzing their specific needs, organizing complex technical solutions, evaluating alternatives from both the customer and business perspectives, and coordinating the involvement of necessary internal resources. Shepherd high-priority requests or incident escalations when needed and make recommendations based on financial, business, and operational considerations.
• Collaborate closely with Sales Engineering, Product, Marketing, Finance, Implementations, Support, Operations, and other teams on sales targets, presentations, customer meetings, campaigns, and new business opportunities. Coordinate with internal departments to ensure site surveys, proposals, rate requests, contracts, and other customer requirements are completed within acceptable timeframes.
• Contribute to SONIFI’s strategic planning, including performance objectives, financial targets, and critical milestones. Stay informed about hospitality industry trends, technological advancements, and competitor activity and apply those insights to customer and account strategies.
• Attend relevant trade shows and industry events to generate leads and represent SONIFI positively and professionally. Function as a collaborative leader and role model for others on the team.

Travel of up to 40% is required, or as business needs dictate, including regular travel to support customer relationships, meetings, and industry events.

What you’ll need

• Four-year degree in Business or a related field, or an equivalent combination of education and work experience, plus a minimum of seven years of enterprise sales experience, preferably with a systems or software focus.
• Direct experience managing large customer relationships and multiple accounts, with a successful history of expanding existing key accounts, driving upsells, and achieving growth quotas.
• Strong preference for candidates with at least five years of experience selling hardware, content, and/or software within the hospitality industry.
• Strong business acumen, communication, negotiation, collaboration, customer focus, and a results-driven approach, with the ability to operate independently and effectively manage high-profile customer relationships.
• Excellent listening, negotiation, presentation, and communication skills, including the ability to understand and articulate technical concepts and product specifications to a variety of audiences.
• Demonstrated ability to communicate, present, negotiate, and influence credibly and effectively at all levels of an organization, including executive and C-level contacts, while building and maintaining positive, professional relationships with complex or demanding customers.
• Experience delivering client-focused solutions based on customer needs and facilitating customer meetings, with the judgment to evaluate customer requirements alongside financial, business, and operational considerations.
• Practical experience with Microsoft Word, Excel, PowerPoint, and Salesforce is required.

This position requires significant independence and sound business judgment. You’ll establish priorities and pursue objectives with minimal direct supervision while making recommendations that balance customer needs with SONIFI’s goals. You’ll regularly communicate with Sales Management regarding account strategy, sales activity, and overall positioning and will be expected to establish credibility with customers and internal partners at all levels.

Together, we can build your future!

We offer a competitive compensation package including health, dental, vision, 401(k) with employer match, paid time off (PTO), flexible work arrangements, professional development opportunities, pet insurance, and on-demand pay. Compensation for this position generally starts at $65,000 to $125,000 annually and varies based on experience, education, specialty, training, and geographic location.

SONIFI and SONIFI Health are proud to be an Equal Opportunity Employer. All qualified applicants will be considered regardless of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other protected status.

If you require assistance with the online application due to a disability, please contact Human Resources at 605-988-1000.

SONIFI participates in E-Verify to confirm authorization to work in the United States.

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