Key Account Manager/Client Director

Overview

 

We are seeking our new Key Account Manager/Client Director to join the Axway team!

 

If you are a strategic, consultative sales executive who thrives on growing true partnerships that grow business for both SBS and our clients, you could be a perfect fit for this role.

As Client Director, you will set, own, and execute the strategy for two strategic client relationships across some of the largest and most complex financial services providers in the U.K. & Ireland. You will bring a solid business understanding of the financial services sector and an appreciation of the need for continual innovation in an ever-evolving landscape.

You will develop and maintain close, collaborative relationships with both clients and internal stakeholders, including our Consulting, Product, and Delivery teams. You will work towards complex, multi-year deals that will transform clients' Digital Strategy, Target Operating Model (TOM), Technology Architecture, and Customer Experience.

 

Why join us

• Unparalleled access: Represent SBS at C-level within leading financial institutions.
• Proven solutions: Sell proven solutions and services that are embedded in the critical infrastructure of our clients and operate at scale within leading, referenceable clients.
• Inclusive, supportive culture: Work in a collaborative environment where every voice is heard and valued.
• Uncapped commission: A high proportion of our team exceed 100% of quota and benefit from a generous commission structure.
• Innovation-led: As one of the Top 50 Global FinTechs, we aim to disrupt the market – and your expertise can help shape that future.
• Recognised excellence: Our Core and Digital Engagement platforms are consistently rated highly by leading industry analysts.
• Purpose-driven Impact: The financial services our clients create by leveraging our products and services change the lives of consumers.

Responsibilities

Key Responsibilities

• Own the end-to-end client-growth strategy and relationships, be the accountable executive for all matters relating to the client, and build and manage internal (matrix) teams.
• Grow the partnership and associated revenue across all lines of business inside the client, representing the full SBS offering via upsell, cross-sell, and net new opportunities.
• Continually seek opportunities to enhance client satisfaction and Net Promoter Score (NPS).
• Leverage our proprietary sales methodology to build value-led relationships with senior client executives and position products and services that will transform their business.
• Provide timely and accurate monthly sales forecasts for new business and deliver on the forecast commitments made to the business (e.g., Professional Services, Consulting, etc.).
• ‘Lucid collaboration’ with internal resources, such as our Pre-Sales team, to create solutions that match our future clients’ unique requirements to deliver exceptional products and services.
• Lead Deal / Bid teams to create proposals (incl. RFx) based on clients’ requirements.
• Take ownership of the contract negotiation process by working closely with internal and external stakeholders, including legal and finance.
• Be a proud ambassador of the SBS brand, our core values, and products.

Qualifications

Qualifications:

 

• High integrity, business acumen, executive presence, drive, and a desire to help clients win.
• Proven track record of success in complex client management (multiple stakeholders) and cross-sell, upsell, and net-new sales within the financial services sector (examples required).
• Resilience and skill to successfully navigate the sales process, including during adverse periods.
• Working knowledge of the financial services industry, with a strong understanding (or willingness to learn) about Core Banking & Digital Engagement models in banking.
• Passionate about solving business problems through technology and understanding how investing in leading-edge technology impacts business outcomes.
• Strong verbal and written communication skills, with the ability to present effectively to large audiences of senior stakeholders.
• Proven ability to manage multiple commercial processes and navigate organisations to align internal and external stakeholders to achieve successful outcomes for SBS and the client.
• Solid collaboration skills with a penchant for building cross-functional (deal) teams to deliver results that individually the stakeholders could not achieve.

 

  

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