Account Director

Summary/Objective 

The Paymentus Account Management Team is responsible for the retention, relationship expansion,  revenue growth, reference-ability and overall satisfaction of existing Paymentus clients, through  proactive communication, situational analysis, client education and information sharing, strategic  planning, results driven up-sell/cross sell activities, issue escalation management, and effective  marketing and product promotional campaign development. 

Essential Functions/ Responsibilities 

• Collaborate with the Paymentus Client Operations Leadership Team, to work closely with an assigned portfolio of high revenue clients. Number of clients and revenue size of portfolio may  vary based upon region/territory, and business need ranging between 6 and 15 clients in total.  Most clients will generate $750k or greater in annual revenue to Paymentus and will be national  or global brands across multiple business verticals or industries.
• Develop formal account plans and client strategies to maximize client satisfaction and drive increased net revenue flow for each respective client, as well as, Paymentus
• Engage clients via telephone, through face-to-face client meetings, virtual meetings, conference/expo interactions, and through written communication, to ensure on-going  proactive communication on a monthly basis or more frequently as requested, which is  documented in the corporate CRM solution. 
• Function largely as the “Acting President and CEO” of their respective portfolio responsible for making key financial and operational decisions, within input of the Client Operations Leadership 

Supervisory Responsibility 

This position does not have any supervisory responsibility or direct reports.

Education and Experience 

• Minimum of 5-10 years of direct experience in online bill payment, mobile/digital bill payments, electronic bill presentment and money movement required 
• Must demonstrate advanced knowledge of online and electronic bill payment industry, fundamental understanding of merchant services and credit card association rules, regulations  and compliance standards
• Must have 5-10 years of experience directly managing a portfolio of institutional and/or commercial clients (“Billers/Merchants”), across multiple industries and business verticals, with  a proven track record of consistently meeting or exceeding up-sell/cross-sell production goals  and revenue retention targets
• Must have advanced oral and written communications skills including the ability to make presentations and deliver messaging on complex and sensitive information for audiences at all  levels
• Proven ability to effectively negotiate contract renewals with a firm understanding of pricing guidelines, product applicability, and acceptable terms and conditions; must be able to influence  stakeholders to ensure that all agreements preserve profitability and mitigate risk to Paymentus 
• Experience preparing comprehensive Request for Proposals, Request for Bids, Vendor Requirement Requests 
• Must demonstrate level of self-sufficiency to manage portfolio, drive the client relationship, and lead customer meetings without Paymentus leadership presence
• Must be comfortable presenting to C-Level executives and driving strategic conversations with or without leadership presence
• Must demonstrate a sales-centric approach to relationship management, formulating plans to cross-sell / up-sell and achieving desired results
• Must be comfortable managing highly complex clients with either custom configurations or multi-divisional relationships
• Highly proficient in financial modeling and preparing pricing proposal recommendations factoring costs and profitability for each client
• Must have understanding of revenue cycle management and revenue collection 13. Proven ability to comprehend, document and articulate client requirements and business rules for change requests and/or secondary product implementations 
• Knowledge of diverse business types, industries/verticals, and economic market, with strong financial acumen; industries may include, but are not limited to: Government, Banking &  Financial Services, Insurance, Mortgage Servicing, Utilities, Healthcare, Lending
• Act as voice of customer, partnering with internal team members to drive any customer issues/escalations to resolution
• Experience selling SAAS and/or cloud-based solutions strongly preferred
• Familiarity with Salesforce™ or similar CRM strongly preferred
• Familiarity with PCI DSS Compliance, credit/debit card association regulations, and NACHA rules strongly preferred 
• Professional designations such as CPP, AAP, PMP are strongly preferred, but not required Familiarity with Microsoft Office Suite required 

Work Environment