What are the responsibilities and job description for the Key Account Manager position at Trintech?
Summary:
Trintech is looking for passionate customer focused Account Manager with a proven record of expanding and retaining customer business through the building of trusted customer relationships and long-term partnerships. Account Managers will be responsible for engaging with assigned accounts and nurturing those key relationships over time. You strive to be a strategic partner to your accounts and advisor as it relates to financial transformation initiatives. You work together with your customers to discover new opportunities and work together for mutual benefit.
PRIMARY RESPONSIBILITIES
- We are looking for you to exceed both expansion sales quota targets and revenue growth targets.
- Sales strategies - Develop effective and specific account plans to ensure revenue target delivery and balanced growth. Develop relationships in new and existing customers and demonstrate to drive strategy through the organization.
- Be a trusted advisor - Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise).
- Seek to understands each customer's technology footprint, strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer.
- Territory and Account Leadership - Lead account relationships, prospect profiling, and sales cycles. Develop relationships in all accounts to become Trintech advocates.
- Pipeline planning - Follow a well-adapted approach to maintaining a rolling 4Q pipeline. Keep pipeline through proper CRM hygiene.
- Pipeline partnerships – Use and collaborate with Customer Success, Product, Support, and Professional services team including Partners and channels to funnel pipeline into the assigned accounts.
- Keep your customers informed as it relates to the latest product releases and upgrade opportunities
- Effectively identify customer needs, engaging technical resources as required
- Own renewal transaction process with customer to close renewals timely and effectively - meeting with renewals team, communication and negotiation with customer, contract case discussions and maintaining opportunity notes in SalesForce
- Coordinate product updates/upgrades on behalf of the customer.
REQUIRED KNOWLEDGE/SKILLS/ABILITIES
- Minimum 5 to 7 years with consistent track record of managing fortune 500 account and/or selling into the office of the CFO and/or CIO
- Experience using MEDDIC sales qualification preferred
- Ability to work optimally in a team environment, acting as a liaison with all other organizations within Trintech including Sales, Legal, Professional Services, Engineering, Product, Customer Success and Marketing.
- Strong understanding of the office finance and financial systems as well as SaaS. Trintech product knowledge or experience is strongly preferred
- Strong business acumen
- Effective listener
- Excellent problem solving, interpersonal and conflict management skills
- Degree in Finance, Accounting or Business preferred but not required