Strategic Account Executive - Banking

Job Description:

We are adding a Strategic Account Executive to our Financial Services team! In this role you'll create and lead strategies for high-impact/high-profile accounts that open new opportunities and yield high-volume sales for both (COMPANY NAME) and its partners that are aligned to goals, outcomes, and forecasts. Proactively build and expand strategic network of key internal and external partners and decision makers to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience. Have a broad and deep understanding of Financial Services industry with a focus on Wealth Management advisory services. Develop opportunities to drive optimizations and new digitalization based on customers' goal of cloud adoption. Understand customer drivers of business and technology transformation and leverages deep knowledge of customer's business to engage internal teams to accelerate co-innovation and digital transformation and strategy. Cultivates, leverages, and manages a strategic set of relationships and uses (COMPANY NAME) business-value sales strategies throughout multiple levels of the customer's organization to establish alignment on long-term goals and secure buy-in and execution. Leverage knowledge of and experience with (COMPANY NAME)'s product landscape, solutions, and strategy to generate insights, provide thought leadership, and address customer's needs and translate needs into (COMPANY NAME) solutions.

(COMPANY NAME)'s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

In alignment with our (COMPANY NAME) values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

This role does not provide relocation assistance.

Account Management

Manages the development and application of a mature/dynamic multi-year customer account plan based on proven methodologies to manage a sustainable, long-term business portfolio. Leads strategies for the assigned account that yield high-volume sales and open new opportunities for both (COMPANY NAME) and the partners, aligned to goals, budgets, and forecasts.

Orchestrates the execution of strategies for the assigned account to ensure engagements yield high-volume sales, drive plans to increase revenue potential, and open new opportunities for both (COMPANY NAME) and the partners, aligned to goals, budgets, and forecasts. Leads and coordinates a diverse team (e.g., industry experts) on plan execution (e.g., prioritization, delegation) and drives accountability to execute and deliver on account plans and grow the account, leveraging industry expertise.
Proactively expands strategic network of key internal and external partners and decision makers, including vertical industry partners, to ensure execution of core tasks and account transactions, and to provide a comprehensive account management experience.

Leads efforts with key internal and external partners and business including vertical industry partners with technical decision makers in developing, sharing, and promoting mutually beneficial, long-term, tailored account plans to grow sales and partner impact, leveraging deep relationships, influence, and industry expertise. Collaborates across organization and partners in discussions to impact the broader ecosystem (e.g., passing legislation).

Proactively solicits feedback on additional needs, products, and features to develop targeted strategies for customers. Demonstrates an understanding of the customer's business model to articulate growth opportunities, leveraging industry expertise to shape ecosystem. Influences relevant (internal and external) stakeholders and resources to drive change on behalf of the customer and to enhance team capabilities, improve (COMPANY NAME) offerings, and adapt (COMPANY NAME)'s messaging to the assigned account.

Strategic Thinking

Articulates (COMPANY NAME)'s and partners' point of view and creates deep connections with decision makers throughout multiple levels of the customers' organization to drive purchase decisions and increase interaction and participation, leveraging relevant tools and resources (e.g., LinkedIn). Leverages relationships to address complex political blockers and drive execution for the customer.

Engages in strategic discussions by articulating ideas to evolve and facilitate evolution of customer business model, using (COMPANY NAME) capabilities to solve customer's complex business problems. Drives strategic initiatives to promote a more holistic digital approach between (COMPANY NAME) and the customer.

Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.

Customer Engagement

Proactively elevates stakeholder relationships and uses (COMPANY NAME) sales strategies through multiple levels of the customer's organization to secure buy-in and execution. Expands strategic customer relationships to drive larger impact for the customer and spread into other areas of the organization.

Proactively develops a comprehensive understanding of customer's business needs, priorities, strategies, and industry insights. Anticipates customer's needs to deliver new insights on their business strategy, and educate customers on ways to address them jointly. Shows long-term differentiated value for the customer, leveraging industry expertise and guides internal colleagues on ways to develop deeper customer knowledge. Delivers solutions into overall long-term business strategy.

Sales Excellence

Orchestrates the creation of long-term strategies aimed at building a level of loyalty that would be hard for competitors to overcome. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Builds trust and loyalty with the customer by providing up-to-date insights, challenging the customer when necessary, and introducing innovative ideas relevant to the customer's business strategy. Enables customers to provide feedback directly to executives to help transform account space by establishing open communication channels for feedback, providing executive sponsorship, and providing direction to others to ensure customer feedback is addressed through One (COMPANY NAME) approach.

Orchestrates high-impact solutions that enable digital transformation for assigned accounts and drive outcomes that create business value for customers. Owns the development of strategies that showcase the value added by (COMPANY NAME)'s innovative cloud offerings and ideas grounded on a deep understanding of industry trends and based on account needs and customer's expectations. Brings greater ecosystem together with the customer to discuss how to enrich customer's value to their customers.

Leverages understanding of customer business and engages (COMPANY NAME) decision makers to drive customer's strategy, goals, and optimization. Engages and influences decision makers of the account (e.g., senior leaders, executives) to position (COMPANY NAME) to increase customer's budget allocated to (COMPANY NAME), and tailor solutions that satisfy customers' Key Performance Indicators (KPIs).

Uses business cases to develop and present compelling value proposition presentations and specialized business plans for customers that showcase (COMPANY NAME)'s products and solutions to connect decision makers in the account to the broader (COMPANY NAME) solutions, provide thought leadership to guide others on tailoring presentations, and generate new opportunities.

Earns and maintains status as a trusted advisor to C-level business decision makers of the assigned account by bringing innovative ideas and leveraging industry expertise. Mobilizes and mentors the account management team and relevant internal stakeholders with deep industry expertise to build deep partnerships with decision makers of the assigned account. Leverages best-in-class sales and communication strategies and tools to meet business needs and identify new opportunities. Builds new relationships to create new opportunities and expand relationships within the customer.
Creates and qualifies new opportunities by identifying strategic opportunities (e.g., large, long-term) within accounts and guiding the customer on how to best identify new opportunities, leveraging deep customer and industry relationships and consultative selling skills. Drives new business opportunities across the team by creating a partner ecosystem, and empowers team members to find new opportunities by acting as a role model and by setting a clear vision and energy for the team to drive towards.

Competitive Knowledge

Leverages internal network of industry experts to strengthen knowledge of the industry (e.g., emerging trends), competitors (e.g., AWS, Salesforce) and customer business priorities (e.g., challenges, competitive landscape) and leverages in-depth knowledge of (COMPANY NAME)'s offerings (e.g., product landscape, solutions, strategy to address customer needs) to share knowledge internally, influence customers' business capabilities, drive more competitive solutions, and enhance growth of the account team

Candidate Requirements:

Required/Minimum Qualifications
· Excellent experience in working in the financial services industry and driving digital transformation
· Proven experience making recommendations to and/or collaborating with mid-to-senior level executives.
· Proven experience closing large, complex agreements/deals.

(COMPANY NAME) is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with (COMPANY NAME) and the country where you work