Strategic Account Manager

JOB SUMMARY

This role is responsible for developing and executing the account strategies to drive sustainable growth and retention within a defined portfolio of accounts. Acts as the strategic point of contact in selling the Company's portfolio of solutions, coordinating the involvement of internal stakeholders, including Senior Management, in order to meet account performance objectives and client expectations. This client facing role will establish trusted, professional relationships with key leaders in the assigned accounts in order to build a deep understanding of the client's business, the organization, strategic initiatives, operating environment and key 3rd party influencers engaged with the client. Articulates and aligns the Company's value proposition to client business objectives through the use of a consultative, solutions-based selling approach to identify and execute on growth opportunities.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Establish a joint strategy and plan for the named accounts to drive the continued investment and expansion of existing Company's products and the identification of new opportunities for growth across Company'sproducts and solutions.

• Build strong and positive relationships with clients at various levels including executives across business and IT domains maintaining regular touch points.

• Lead and collaborate the extended Company's team for account planning, new project opportunities and to ensure business objectives and customer expectations are met.

• Establish and maintain a deep understanding of the client operating environment, their business objectives, strategic initiatives, key stakeholders, and influencers in the relevant business domains.

• Identify new sales opportunities and build a pipeline for Company's products and services, engage and support of internal stakeholders such as Solution Consultants and/or Sales Executives to advance the sales pursuit to close.

• Act as a point of escalation for client resolution on issues. Ensure client challenges are resolved in a timely and professional manner and comply with agreed upon Service Level Agreements.

• Establish regular business update meetings with appropriate client personnel to provide visibility to Company's products and solutions and align to client initiatives.

• Ensure and maintain sales forecasting data in sales reporting system to allow for opportunity management and reporting.

• Close business to meet forecast commitments and sales quotas

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• Maintain well documented knowledge about clients' businesses via Account Plans and in sales tracking system.

• Close business to meet forecast commitments and sales quotas.

• Provide monthly sales status updates

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• Stay abreast of current industry trends, competitors, and current/new company products and services.

• Other duties as assigned

KNOWLEDGE & SKILLS

• Experience managing multiple, high-visibility accounts.

• Ability to build credible and influential Executive-level relationships

• Demonstrates deep product and industry knowledge including market trends and competitive intelligence

• Ability to conceptualize and build value propositions that deliver a compelling message to clients.

• Proven record of building and managing a sales pipeline and achieving/exceeding quota.

• Excellent written, verbal and presentation skills with proven ability to effectively engage with and present to senior level executives.

• Demonstrated leadership and collaboration in driving results with teams in the pursuit of sales and account engagement objectives.

• Client focused, self-directed, and motivated.

• Ability to navigate in complex Financial Institutions, understand current and future business requirements and translate into understanding of customer needs and sales opportunities

• Excellent analytical and issue resolution skills

EXPERIENCE

• 8+ years' experience progressive experience in consultative sales and account management capacity

• Previous experience with Treasury & Capital Markets business and pipeline management, and integrated account management

• Experience working within sales environments where the sales process involves multiple tiers of complex organizations and where the sales cycles are long and consultative.

EDUCATION / CERTIFICATIONS

• Bachelor's degree in Business or equivalent experience.

PHYSICAL DEMANDS

• Ability to receive, express, or exchange detailed information through oral and written communication.

• Ability to see and operate a computer.

• Ability to stand, walk, reach, stoop, bend, and lift and carry up to 25 lbs. of weight (laptop, projector, suitcase, etc.).

WORK ENVIRONMENT

• Based in Singapore or Malaysia

• Work is performed in a general office environment.

• Extensive travel is required.

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