Account Manager - West

Our client is a worldwide technology leader that is revolutionizing the way organizations connect and protect in the AI era. For more than 40 years, our client has securely connected the world. With its industry-leading AI-powered solutions and services, our client enables its customers, partners, and communities to unlock innovation, enhance productivity, and strengthen digital resilience. With purpose at its core, our client remains committed to creating a more connected and inclusive future for all.

Role Overview:

• As an Account Manager for identified BFSI accounts, you will be responsible for managing and driving all revenue streams from these accounts. 
• You will collaborate with cross-functional teams to develop and execute business plans, create and nurture strong relationships with clients at all management levels (including CXOs), and strategically drive transformational opportunities to increase market share and wallet share within the accounts.

Responsibilities:

Account & Revenue Management:

• Manage all revenue streams for identified BFSI accounts by collaborating with cross-functional teams and extended teams.
• Drive the execution of account and business plans to ensure long-term growth, innovation, and customer satisfaction.

Relationship Building:

• Build and maintain strong relationships with key decision-makers at all management levels, including CXOs, ensuring long-term strategic partnerships.
• Foster strong business relations between and account partners to drive business value and opportunities.

Strategic Planning & Execution:

• Develop a comprehensive 1-3 year Account/Business Plan in collaboration with cross-functional teams, aligning with the customer’s long-term growth, innovation, and transformational business opportunities.
• Drive the execution of a 12-month Account/Business Plan to meet key milestones, goals, and objectives.

Opportunity Identification & Transformation:

• Identify and close transformational opportunities by leveraging strong relationships with key partners and executive decision-makers.
• Increase wallet share in the account by understanding customer needs and positioning solutions effectively.

Sales Strategy Development:

• Develop and articulate effective sales strategies for major opportunities within the account.
• Understand and influence the customer’s buying cycle to drive sales efforts in alignment with business objectives.

Business Reporting & Forecasting:

• Provide regular business reporting, including monthly forecasts, weekly commits, and pipeline development updates.
• Utilize MEDDPICC sales methodology to track and report on sales progress and ensure alignment with sales goals.

Market Share & Positioning:

• Ensure the desired position and market share, as defined in the objectives, are achieved by delivering consistent messaging across all aspects of the account relationship.
• Focus on strengthening position in the account and expanding market penetration at all levels.

Innovation Strategy & Value Creation:

• Work closely with the customer to develop an innovation strategy aimed at cost savings, delivering business value, and creating a competitive advantage.
• Act as the primary focal point for the account, managing day-to-day client interactions and strategic initiatives.

Requirements:

Educational Background:

• Bachelor’s degree in business, Engineering, Marketing, Sales, or a related field (or equivalent work experience).

Experience:

• 10+ years of experience in account management, sales, or business development, with a proven track record in managing large enterprise accounts in the BFSI sector.
• Strong experience in managing senior relationships with CXOs and business leaders.
• Experience in sales strategy, business planning, and driving revenue growth through transformative solutions.

Skills & Expertise:

• In-depth knowledge of the BFSI sector and customer needs, with a strong understanding of the latest industry trends.
• Proven success in developing and executing business plans and driving complex sales cycles.
• Proficiency in CRM software and sales methodologies such as MEDDPICC for pipeline management and forecasting.