National Account Director

The National Account Director is responsible for guarding and cultivating a group of IGT's strategic corporate customer relationships. This role orchestrates the deployment of corporate-wide resources to provide comprehensive products, services, and solutions to strategic accounts.

The position develops and closes major sales for assigned customers. It is considered the most senior level individual contributor sales account manager and is viewed as an expert at managing IGT's most critical, highly visible, and strategic customers.

This role owns 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. The director serves 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.

The director defines and articulates the strategic value of IGT’s full enterprise portfolio, including EGMs, game software, Class II, Premium Games/MegaJackpots, systems, bonusing solutions, and FinTech applications-positioning integrated solutions rather than standalone products. Comprehensive, executive-facing account strategies and business plans are developed, inclusive of long-range growth roadmaps, investment rationales, opportunity portfolios, risk mitigation plans, and cross-functional execution models aligned to customer priorities.

Executive-level relationship development and governance are led, cultivating influence with senior decision-makers, sponsors, and stakeholders while managing formal and informal engagement cadences to support strategic alignment and deal velocity. Strategic insight on market dynamics, competitor movements, and emerging trends is provided, translating external intelligence into actionable recommendations that inform customer strategy and internal product, pricing, and go-to-market decisions.

This role acts 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. Complex commercial negotiations and financial structures are directed, partnering with Finance and Legal to optimise deal economics, lifecycle value, and recurring revenue models across Gaming Operations and Systems.

Portfolio performance optimisation discussions are guided with customer VPs, leveraging analytics, floor performance data, and operational insights to recommend conversions, new placements, technology upgrades, and performance-improvement initiatives. Disciplined forecasting and pipeline governance are ensured, providing predictable outlooks across revenue, units, and strategic initiatives while maintaining executive-level visibility and data integrity within Salesforce.com.

Internal cross-functional alignment is led 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. The voice of the customer is championed at the enterprise level, influencing product innovation, roadmap prioritisation, and investment decisions to strengthen strategic partnerships, improve retention, and drive long-term growth.

• Develops and closes major sales for assigned 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, 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 optimise deal economics, lifecycle value, and recurring revenue models across Gaming Operations and Systems.
• Guide portfolio performance optimisation 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 prioritisation, and investment decisions to strengthen strategic partnerships, improve retention, and drive long-term growth.

• 12+ years of professional experience (required)
• 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 (required)
• 8+ years of gaming industry experience strongly preferred (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 (required)
• Demonstrated success managing complex external partnerships and applying cross-industry learnings to identify new growth opportunities (required)
• Proven expertise in structuring, negotiating, and managing complex commercial agreements with senior stakeholders (required)
• Strong proficiency in PowerPoint (high-quality executive presentations) and Excel (financial modeling and analysis) (required)
• Experience working within Salesforce.com for pipeline management and forecasting (required)
• Deep understanding of gaming performance metrics, slot math, segment performance patterns, and product optimisation strategies (required)
• Specialist-level knowledge of the gaming industry ecosystem, slot floor optimisation principles, and operator performance drivers (required)
• Strong analytical, communication, and interpersonal skills, with the ability to build trust and influence decisions at all organizational levels (required)
• Ability to navigate ambiguity, make sound decisions quickly, and lead stakeholders toward successful outcomes (required)

• The estimated starting compensation range for this role is $150,000 – $170,000 USD.
• Depending on the role, employees may be eligible for bonus or commission opportunities.
• A 401(k) savings plan with company contributions.
• Medical, dental, and vision insurance.
• Life and disability coverage.
• Paid time off.
• Tuition reimbursement.
• Other wellness programs.

International Game Technology (IGT) is a global gaming company best known for designing and manufacturing slot machines, casino systems and digital gaming content. Founded in 1975 and long headquartered in Las Vegas, with major operations in Rome and Providence, it has been one of the largest gaming-machine and lottery suppliers in the world. In 2025 the group's lottery business was renamed Brightstar Lottery, while IGT's gaming and digital division was acquired by Apollo Global Management and combined with Everi, continuing to trade under the IGT brand. The company supplies land-based and online casino games to operators across the globe.

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