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Senior Account Executive
DH Corporation
Plano, TX, United States
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The Key Account Executive is responsible for developing and executing the account strategies to drive sustainable growth and retention within a defined portfolio of accounts.
The Key Account Executive acts as the strategic point of contact in selling the Finastra portfolio of solutions, coordinating the involvement of internal stakeholders, including Senior Management, in order to meet account performance objectives and client expectations. This client facing role will establish trusted, professional relationships with key leaders in the assigned accounts in order to build a deep understanding of the client’s business, the organization, strategic initiatives, operating environment and key 3rd party influencers engaged with the client.
The Key Account Executive is able to articulate and align the Finastra value proposition to client business objectives through the use of a consultative, solutions-based selling approach to identify and execute on growth opportunities.
ESSENTIAL DUTIES AND RESPONSIBILITIES
• Establish a joint strategy and plan for the named accounts to drive the continued investment and expansion of existing Finastra products and the identification of new opportunities for growth across products and solutions including Lending and Retail solutions.
• Build strong and positive relationships with clients at various levels including executives across business and IT domains maintaining regular touch points.
• Lead and collaborate the extended Finastra team for account planning, new project opportunities and to ensure business objectives and customer expectations are met.
• Establish and maintain a deep understanding of the client operating environment, their business objectives, strategic initiatives, key stakeholders and influencers in the relevant business domains.
• Identify new sales opportunities and build a pipeline for Finastra products and services, engage and support the appropriate Sales Specialist(s) or Sales Executives to advance the sales pursuit to close.
• Act as a point of escalation for client resolution on issues. Ensure client challenges are resolved in a timely and professional manner and comply with agreed upon Service Level Agreements.
• Establish regular business update meetings with appropriate client personnel to provide visibility to Finastra products and solutions and align to client initiatives.
• Maintain well documented knowledge about clients’ businesses via Account Plans and MSCRM system.
• Close business to meet forecast commitments and sales quotas.
• Provide monthly sales status updates.
• Other duties as assigned.
KNOWLEDGE / SKILLS
• Domain knowledge within the Banking industry preferably with experience in lending operations and supporting solutions, and Retail Banking and supporting solutions.
• Ability to build credible and influential Executive-level relationships
• Excellent written, verbal and presentation skills with proven ability to effectively engage with and present to senior level executives
• Demonstrated leadership and collaboration in driving results with teams in the pursuit of sales and account engagement objectives
• Client focused, self-directed, and motivated
• Ability to navigate in complex Financial Institutions, understand current and future business requirements and translate into understanding of customer needs and sales opportunities
• Excellent analytical and issue resolution skills
• Experience managing multiple, high-visibility accounts
EXPERIENCE
• 8+ years’ experience progressive experience in consultative sales and account management capacity
• Previous experience with CRM technology for pipeline management, business intelligence, and integrated account management
EDUCATION / CERTIFICATIONS
• Bachelor’s degree in Marketing or Business or equivalent experience.
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The above statements describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.