Key Account Manager
GOLDENSOURCE AUSTRALIA PTY. LTD.
- Sydney, NSW
- $100,000 per year
- Permanent
- Full-time
-To support and drive the adoption of GoldenSource suite of products according to customers' needs and help them realize business value from adopting GoldenSource suite of products. To plan for client trainings and ensure that customers are aware of product features, directions and strategy.
-To develop new business opportunities in existing accounts to meet upgrade, up-sell and cross-sell revenue targets. Create and own up-sell and cross-sell opportunities - products and OD services (entire sales cycle). Increase overall revenue for each assigned account.
-To create, maintain and execute account plans for assigned accounts and coordinate with appropriate internal domain experts for delivery
>Account History
>Case Study/Use Case/Architecture (understand and document the customer's business use case(s) and the application of GS products - product usage)
>Engagement Management - map and align each client by business line and geography, maintain stakeholder maps for accounts etc.
>Agreement Summary and Renewals
>Opportunities (up-sell/cross sell)
>Finance and Invoices and Renewals (own/assist finance on renewal negotiations/contracts)
>Quarterly plan of action (builds a coverage and execution plan)
-To uncover and mitigate any risk(s) that threatens our customer's growth, satisfaction, or renewal. Resolve issue escalations, if needed, working closely with our professional services, support, product and development teams. Keep Exec Management updated (e.g. to raise "Red-flags" and "Escalate" proactively both within and our customer management)
-Gain a deep understanding of the client's technical environment, including their infrastructure, applications, and business processes.
-Provide technical guidance and expertise to clients, helping them to optimize their use of GoldenSource technology solutions and achieve their business objectives.
-Be the second level of escalation for all verticals
-Relationship Management
>To build long-term, trusting relationships with various stakeholders (mainly all key decision makers and influencers) within a customer organisation. To ensure relationships is maintained at all levels between GoldenSource and customers.
>To strengthen customer relationships through regular engagements and face-to-face meetings
>To reach out and try to create connect points with other verticals within the customer organization
>To build a solid base of referenceable customer contact(s)
-Internal Coordination
>To complement and supplement the Sales Organization on all cross-sells and keep them updated (on the account).
>To engage with Project Managers and stay up-to-date with the project schedule and budget
>To engage with Support Account Managers (CSM) to ensure that client incidents are addressed and resolved with SLA (ticket/incident review)
>To engage with the Delivery Leads to ensure that all subscribed services are "Green"
>To offer leadership and serve as a domain expert when necessaryMandatory requirements/experience :
-10+ years overall in financial services with minimum 2 years in the EDM space.
-Experience at Banks, Asset managers, Insurance, Endowments, FinTech vendors (selling into Capital markets), Exchanges, Fund Admins, Custodians, Brokers, Ratings agencies etc.
-At least 2 years of account/relationship management experience, pre-sales, services or client facing experience with strong GoldenSource product knowledge.
-Bachelor's Degree (Information Technology / Computer Science / Analytics/ Finance). Masters from a renowned university will be an added advantage (optional)
-Excellent communication skills (verbal and written), presentation and the ability to communicate/work with people at all levels/backgrounds
-Ability to develop collaborative relationships with customers, partners, and developers across the business at all levels.
-Able to manage relationships with peers and managers as it relates to support and services
-Must be a proven performer and team player that enjoy challenging assignments in a high-energy, fast growing and a dynamic workplace
-Must be a self-starter who can work well with minimal guidance and in a fluid environment