Strategic Account Manager

KEY RESPONSIBILITIES:

• Build and maintain relationships with existing clients by providing information and guidance; researching and recommending new opportunities; and recommending solutions to their new and/or ongoing business technology challenges.
• Develop and execute account planning and client relationship strategy, leverage thought leadership to build relationships, expand the brand within the client, and uncover new opportunities.
• Proactively identify and drive new opportunities to serve the client’s needs. Lead and/or execute proposal and SOW efforts and seek opportunities to introduce new or additional service offerings and capabilities.
• Articulate and able to engage in conversation with senior executives about the benefits of Consulting solutions for their organization.
• Collaborate with team members to win deals through effective team-selling, including meeting preparation, meeting follow-ups, proposal development, and deal closing activities.
• Use Salesforce CRM to ensure knowledge transfer regarding account development, outreach progress, and opportunity pursuit.
• Support account talent strategy, manage team communications and events, manage onboarding and offboarding and team collaboration tools
• Manage confidential information requirements for your account, support compliance initiatives as needed, and support procurement relationships and contracting as needed.
• Oversee compliance with standards to establish, monitor, manage and report key milestones and deliverables to ensure project health.
• Leads and develops cross-functional delivery teams to ensure impactful business outcomes. Meet regularly with stakeholders to ensure client satisfaction, resolving critical client satisfaction issues. Promptly escalates risks that affect client relationships or trust.
• Support the triage and resolution of critical program or project issues and scope changes throughout the project phases, including handling client escalations.

CHARACTERISTICS AND QUALIFICATIONS:

• 3-5 years’ experience working within a technical pre-sales position or a consultative sales position. 5 years’ experience in a client facing environment.
• 5 years experience in consultative software solution sales and account management
• Previous experience and/or domain knowledge within financial services/capital markets.
• Undergraduate degree, ideally in Computer Science, Business Administration or related field; MBA a plus.
• Ability to quickly and effectively build trusted working relationships with a variety of people and personalities.
• Ability to establish immediate credibility with clients, build consensus, and achieve goals through influence.
• Comfortable reaching out to clients to arrange meetings and able to work past obstacles with persistence and poise.
• Effective in a fast-paced, dynamic working environment and able to effectively manage multiple priorities simultaneously. Strong organizational skills with attention to detail. Ability to both work independently and with others at all levels.
• Ability to assess client needs, identify omissions and gaps, and design optimal solutions.
• Creative thinking and seeking innovative solutions to complex technical/business problems. Ability to apply a logical and analytical approach to problem-solving.
• Excellent communication skills – able to represent the team, project and firm in all manner of client situations. Strong presentation skills to technical and business audiences, building on an ability to articulate and sell a vision. Excellent collaboration and influencing skills.
• Excellent interpersonal and client interaction skills, including ability to network effectively and build confidence with potential clients. Ability to maintain a calm and professional approach in challenging situations.
• Proven ability to manage complex sales cycles, with a track record of successful revenue attainment. Ability to close deals and overcome resistance and opposition from key decision-makers.