Strategic Account Manager

Strategic Account Manager (SAM), Strategic Accounts

The Company

Owned by one of the world’s leading business-to-business software, data and content providers, Risk & Business Analytics, part of RELX Group, LNRS has been providing solutions to banks and businesses worldwide for more than 175 years. Our unmatched software, data and services, powered by Fircosoft and Bankers Almanac, deliver optimal payment efficiency, compliant transactions, bank counterparty insight and AML screening success.

The Role

Reporting to the Strategic Accounts Director (SAD), the Strategic Account Manager (SAM) is a critical role, essential to the success of long-term relationships between Accuity and its key customers.

The Strategic Account Manager maintains and builds upon existing relationships with key customers and is responsible for collaboratively setting and executing account strategy. The SAM is responsible for maximizing renewals of existing revenue subscriptions as well as for developing new business opportunities within existing key accounts.

Job Responsibilities
- Establishes solid relationships with key C-Level and Director level stakeholders in assigned customer accounts
- Builds strong relationships internally, coordinates the involvement of internal stakeholders, including professional services, support, product management, and management resources in order to meet account performance objectives and customers’ expectations.
- Enterprise Software Solutions strategic selling. Solution and value-based selling. Everything to be documented, account plans, org charts, joint business case documents to be collaboratively created with customers to demonstrate value and replicate with other clients in the Strategic Team
- Identify cross-sell, upsell and new business opportunities in new geographies, divisions and subsidiaries in each account. Owns whitespace analysis and how to address this
- Meets assigned targets for sales renewals and existing business and strategic objectives in assigned accounts
- Everything is to be recorded on Salesforce, all reporting is to be pulled from salesforce formally every month and quarter, however, the whole business uses this data to make strategic decisions, so it is vital to Accuity
- Proactively leads strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period in coordination with the Strategic Accounts Director
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis (following the Client Engagement Model, with joint roadmaps, quarterly review meetings)
- Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel
- Maintains high customer satisfaction ratings that meet company standards, and resolve/escalate client concerns in an efficient manner
- Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed

Profile requirements
- Extensive proven sales, pre-sales or relationship management with demonstrable track record achieving or exceeding revenue/renewals and other account goals.
- Significant experience working closely with other departments on accounts that includes sales, professional services, support, product management and other lines of business internally.
- Proven track record of managing accounts with over $500k of existing renewable revenue.
- Experience with successful interactions at C-Suite level or experience with Tier 1 Banks
Personal Attributes - highly motivated relationship focused individual with a mature and positive attitude and a passion for working with customers and partners. Proven success and experience in either Compliance Software, Payments, KYC and/or Risk AML based solutions and sufficient knowledge of the market is preferred.
- Proven ability to manage and coordinate a strong distributed extended team. Demonstrable skills in time management, relationship building, organizational and presentation skills
- Strong sales methodology, which is repeatable to provide accurate forecasting, whilst delivering maximum value.
- Team player within the Strategic Accounts team and across the whole organization.

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