The Key Account Manager is a seasoned subject matter expert.
This is a quota-bearing sales persona primarily responsible for taking full ownership of assigned accounts and managing and growing relationships to drive expansion and renewals across all solution areas.
This role leverages the company's tools and methodologies to analyze the client's situation and business requirements. The Key Account Manager possesses advanced planning skills to coordinate the interaction of various company role-players in different geographies during the sales engagement. This position displays strategic thinking capabilities,
a high level of business acumen, and deep knowledge of the latest trends in technology sales methods and approaches.
Key Responsibilities:
1. Manage and grow relationships to drive expansion and renewals across all solution areas within assigned regional clients, specifically in finance, banking, and insurance fields.
2. Build relationships and influence stakeholders.
3. Work with and through the company's network of offices to deliver an excellent client experience in each relevant market.
4. Realize revenue and margin targets and maximize sales opportunities by connecting client needs with company offerings and solutions.
5. Develop and drive organizational strategy with local client managers within assigned regional accounts.
6. Use engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
7. Minimize churn and maximize retention in assigned accounts.
8. Utilize the company's sales tools and methodology to effectively manage the accounts, opportunities, pipelines, and forecasts.
9. Meet or exceed quota targets through comprehensive account management.
10. Grow profitability, revenues, and client satisfaction levels for the company's regional clients' portfolio.
11. Drive passionately for client satisfaction throughout the entire lifecycle of the clients' buying process by taking ownership of the commercial agreement for each client.
12. Generate demand by assisting clients in identifying current needs (turning clients' implied needs into explicit needs) and effectively articulating how the company can add value through services and solutions.
13. Approach account management systematically by identifying the strategy used to develop and grow the account profitably.
14. Perform vulnerability analysis of the company's position compared to competitors and vendors to ensure the client's requirements are at the heart of the proposed solution.
15. Positively influence and enable financial control, governance, and compliance in a region throughout the area of specialization to prevent and reduce financial costs.
16. Act as the first point of contact for client issues.
Knowledge and Attributes:
1. Sales business acumen.
2. The skills supporting successful selling through organizational and business outcome mindset.
#J-18808-Ljbffr