National Account Director

Responsibilities

Strategic Account Director is responsible for guarding and cultivating a group of IGT's strategic corporate customer relationships and orchestrating the deployment of corporate-wide resources to provide comprehensive products, services and solutions to strategic accounts. Develops and closes major sales for assigned customers. Considered the most senior level individual contributor sales account manager and viewed as an expert at managing IGT's most critical, highly visible and strategic customers.

• Own end-to-end P&L growth for assigned National Accounts, establishing and executing multi-year commercial strategies that drive sustainable revenue expansion, increased wallet share, and long-term enterprise value across the IGT portfolio.
• Serve as a trusted strategic advisor to Vice President and C-level customer executives, aligning IGT’s business, technology, and innovation roadmaps with customer objectives related to revenue growth, operational efficiency, player engagement, and competitive differentiation.
• Define and articulate the strategic value of IGT’s full enterprise portfolio, including EGMs, ETGs, game software, Class II, Premium Games/MegaJackpots, systems, bonusing solutions, and FinTech applications—positioning integrated solutions rather than standalone products.
• Develop comprehensive, executive-facing account strategies and business plans, inclusive of long-range growth roadmaps, investment rationales, opportunity portfolios, risk mitigation plans, and cross-functional execution models aligned to customer priorities.
• Lead executive-level relationship development and governance, cultivating influence with senior decision-makers, sponsors, and stakeholders while managing formal and informal engagement cadences to support strategic alignment and deal velocity.
• Provide strategic insight on market dynamics, competitor movements, and emerging trends, translating external intelligence into actionable recommendations that inform customer strategy and internal product, pricing, and go-to-market decisions.
• Act as the senior escalation point for complex customer issues, driving resolution through executive communication, cross-functional leadership, and outcome-focused problem solving to protect relationships and revenue continuity.
• Direct complex commercial negotiations and financial structures, partnering with Finance and Legal to optimize deal economics, lifecycle value, and recurring revenue models across Gaming Operations and Systems.
• Guide portfolio performance optimization discussions with customer VPs, leveraging analytics, floor performance data, and operational insights to recommend conversions, new placements, technology upgrades, and performance-improvement initiatives.
• Ensure disciplined forecasting and pipeline governance, providing predictable outlooks across revenue, units, and strategic initiatives while maintaining executive-level visibility and data integrity within Salesforce.com.
• Lead internal cross-functional alignment at the executive and director level, coordinating Engineering, Product, Systems, Field Services, Client Services, Marketing, and Customer Support to ensure seamless delivery, accountability, and customer outcomes.
• Champion the voice of the customer at the enterprise level, influencing product innovation, roadmap prioritization, and investment decisions to strengthen strategic partnerships, improve retention, and drive long-term growth.

Qualifications

• 12+ years of professional experience, with at least 8 years of relevant industry or role-specific experience preferred.
• Bachelor’s degree in Business, Marketing, Finance, or related field; equivalent experience or combination of education and skills will be considered.
• 8+ years of gaming industry experience strongly preferred.

• 5+ years of experience in a commercial or business-focused discipline such as business development, consulting, sales, partner management, marketing, finance, legal, or product‑oriented roles with external-facing responsibilities.
• Demonstrated success managing complex external partnerships and applying cross‑industry learnings to identify new growth opportunities.
• Proven expertise in structuring, negotiating, and managing complex commercial agreements with senior stakeholders.
• Strong proficiency in PowerPoint (high-quality executive presentations) and Excel (financial modeling and analysis).
• Experience working within Salesforce.com for pipeline management and forecasting.
• Deep understanding of gaming performance metrics, slot math, segment performance patterns, and product optimization strategies.
• Specialist-level knowledge of the gaming industry ecosystem, slot floor optimization principles, and operator performance drivers.
• Strong analytical, communication, and interpersonal skills, with the ability to build trust and influence decisions at all organizational levels.
• Ability to navigate ambiguity, make sound decisions quickly, and lead stakeholders toward successful outcomes.

Keys to Success

• Building collaborative relationships
• Decision making
• Drive results
• Foster innovation
• Personal energy
• Self-leadership