Key Account Director

5 days ago

delhi, India Exela Technologies Full time
Job Role: Key Account Director
Job Location: Mumbai, India
YOU WILL VIBE WITH US
As an Account Director in the team, you will be a trusted adviser with a primary focus on
delivering value to our customers within the Large Enterprise sector. Your role involves effectively
guiding customers to engage with our company's solutions, ensuring their success, and fostering
growth. While strategic selling and meeting/exceeding revenue goals are crucial aspects of the
role, maintaining the best interests of clients is paramount, acting as their internal advocate for
success.
The main responsibilities are:
Account Management: Conduct in-depth research on customers' businesses, preparing insightful questions and perspectives for customer meetings. This includes a strategic account management approach to ensure alignment with the customer's long-term objectives.
Client Relationship Building: Build strong, long-lasting relationships with various stakeholders across the customer's organization, emphasizing trust-driven collaboration and value creation.
Solution Selling:
Prioritize selling solutions aligned with customer objectives rather than focusing solely on products.
Drive customer decision-making by achieving a shared vision and considering value propositions that unite all stakeholders.
Commercial Acumen: Apply advanced commercial thinking and business acumen when crafting and negotiating commercial agreements, focusing on achieving mutually beneficial outcomes.
Data-Driven Insights: Utilize data and insights to support investment recommendations or address customer objections.
Churn Mitigation: Proactively mitigate churn risk through a customer-centric approach.
Value Optimization: Engage customers consistently to confirm and clarify value, adjusting strategies as needed to optimize ROI.
Growth Opportunities: Identify opportunities to deliver greater customer value and drive customer growth.
Account Planning: Apply business acumen in account planning, considering economic, industry, and company factors from a customer-centric perspective.
Stakeholder Engagement: Conduct in-person meetings with stakeholders, recognizing the importance of face-to-face interactions in building and nurturing relationships.
Stakeholder Mapping: Map key stakeholders in an account to assess the strength of the account
relationship and create an account outreach strategy.
Collaboration: Collaborate effectively with colleagues and cross-functional teams for optimal
customer success.
Discipline in Planning: Demonstrate discipline in territory and account planning, forecasting, and quota attainment.
CRM Proficiency: Follow best practices when using Salesforce and other sales tools to manage sales and buyer cycles.
Multithreading Skills: Proficiency in multithreading to enhance concurrent processing capabilities in the sales cycle.
WE WILL VIBE WITH YOU
Requirements:
Experience:
10+ years of relevant sales experience.
Proven experience in Field Sales to large organizations, with demonstrated leadership in managing multiple stakeholders across different levels and departments.
Experience in the Loyalty & Rewards industry, SaaS opportunities, IT solutions, and Consulting & Advisory is preferred but not mandatory.
Education:
Postgraduate degree, preferably MBA.
Skills:
Excellent communication, negotiation, and forecasting skills.
Demonstrated ability to find and manage high-level business in an evangelistic sales environment.
Ability to gather and use data to inform decision-making and persuade others.
Ability to assess business opportunities and understand prospective buyers.
Ability to orchestrate the closure of business with an accurate understanding of prospect needs.
Leadership:
Demonstrated leadership experience in managing and mentoring teams, with a track record of fostering a high-performance culture.
Client-Centric Approach:
Ability to proactively identify and address client needs, ensuring that solutions are tailored to deliver maximum value and satisfaction, while also driving long-term client retention and growth.
Commercial Knowledge:
Knowledge of software contract terms and conditions with the ability to create fair transactions.
Strategic Thinking:
Proven experience carrying a revenue target with the ability to develop
compelling strategies that deliver results profitably.
Note:
Looking for candidates who are from Payments, Fintech, Loyalty and Rewards, SaaS opportunities and IT solutions industry.
Kindly apply only if you are from the mentioned industry with relevant experience.

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