What are the responsibilities and job description for the Senior Account Manager position at luminegrp?
Business Title : Senior Account Manager Job Description: Account Manager About Kansys Kansys in an established BSS (Business Support Systems) solutions provider serving telecom, financial services, hospitality and other industries. Our platform enables billing, charging, invoicing, integrations into CRM, customer lifecycle management, and digital monetization at scale. We work with both enterprise and mid-sized clients helping them monetize their operations through our bouquet of customizable BSS solutions. Role Overview We are seeking a results-driven Enterprise Account Manager with strong experience in B2B setups selling BSS or comparable software solutions. This role carries a 70/30 split between account management and new business development, requiring both relationship depth and a hunter mindset. The ideal candidate has a solid understanding of end-to-end software sales cycle including technical aspects (such as integration and architecture fundamentals, cloud and deployment models) and commercial/monetization frameworks. They should possess sufficient technical depth to lead discoveries with business and technical buyers, confidently address first-layer technical questions, and translate technical capabilities into clear business value that resonates with executive stakeholders. Major Responsibilities Key Account Management of existing customers (70% of role) Develop and sustain trusted relationships with C-level executives, procurement teams, and technical decision-makers to support software enhancements in existing accounts. Collaborate in scheduled customer meetings with Professional Services and Managed Services teams, acting as a key liaison between operational teams and decision-makers to support and drive customer upsell use cases (billing, charging, mediation, CRM, product catalog, etc.). Drive RFP/RFI responses and proposals while leading pricing discussions and contract negotiations to close and expand customer engagements. Drive quarterly business reviews by working closely with operations to present performance metrics, project progress, and roadmap priorities aligned to customer strategy. Partner with the Professional Services team to identify and develop business cases for software upgrades, new projects and paid service engagements. Prospecting for New Business (30% of role) Lead the full enterprise sales lifecycle for all products/solutions, clearly articulating how Kansys billing, charging, invoicing, and mediation capabilities enable global operators to overcome operational and commercial challenges. Drive new opportunities using lead generation strategy with Marketing by identifying relevant target markets, target audience and pitches to showcase and engage prospects. Drive end-to-end RFP/RFI responses and proposals, lead pricing discussions and contract negotiations, and articulate how Kansys solutions satisfy customer functional requirements. Lead discovery sessions with prospects on BSS architecture, covering integration points, cloud deployment options, APIs, and key functionalities. Maintain an accurate and updated sales pipeline and forecasts using CRM tools. Stay up to date on BSS market trends, competitors’ offerings, and customer needs. Required Qualifications 12 years of enterprise sales experience, preferably in BSS, OSS/BSS, enterprise turnkey software/SaaS. Proven track record of selling complex, high‑value software solutions to enterprises. Strong understanding of BSS domains such as billing, charging, CRM, customer experience, digital services, orchestration, automation etc. Experience managing long sales cycles and multi‑stakeholder buying processes. Excellent communication, presentation, negotiation skills, CRM and sales metrics’ familiarity. Familiar with types of API’s, data formats and common integration scenarios. Comfortable engaging with both business and technical audiences. Willingness to travel as required. Preferred Qualifications Experience selling to key accounts (at senior level including C-suite) and familiarity with procurement processes, pre-sales and sales engineering. Background working with system integrators, technology and/or implementation partners. Good familiarity with cloud‑native, SaaS, or API‑driven BSS platforms. Existing network within the digital services ecosystem. Additional major European languages – French, Spanish etc. What We Offer Competitive base salary commissions Opportunity to sell a modern, scalable BSS platform to enterprise clients. Collaborative, fast‑growing environment with global exposure. Great company culture and positive environment nurturing talent for professional development Fabulous career growth opportunities as the company scales and as part of a larger business group with mobility potential across multiple group companies. Lumine Group architects the future of connectivity in the communications and media industry by providing businesses with a global ecosystem of like-minded professionals, customers, and partners. Lumine takes root from the word “illuminate,” which reflects our mission to illuminate the potential of communications and media software businesses. We are buy-and-hold forever acquirers, meaning we never sell an acquired business. We believe in the businesses we acquire and the people behind them, and develop long-term, sustainable growth strategies. At Lumine, we believe the future is bright. Lumine Group is an equal opportunity employer, we recruit, hire, train, promote and provide all other privileges of employment to qualified people without regard to age, race, color, creed, national origin, gender, gender identity, gender expression, disability, marital status, veteran status, citizenship status, ethnicity, familial status, religion, sexual orientation or any other classification for which discrimination is prohibited.