Strategic Account Manager - Connected Retail

Role: Strategic Account Manager, India

Role Description:

Our ideal candidate will possess strategic account vision and the ability to execute against that vision. The ideal experience includes: account leadership, account hunting, account management, experienced service sales, multi-year recurring revenue contracts, and sales cycles with varying durations.

- The role demands for an individual who can drive a culture of opportunity pipeline management and nurturing and increasing sales growth. The position is expected to lead and elevate customer engagement and build profitable business relations needed for sustainable growth.

- This role will need to accurately assess existing and potential opportunities, allocate resources necessary for driving growth initiatives and to assess and mitigate potential barriers by leveraging cross functional teams to exceed Annual Operative Plan Achievement.

- This position will leverage existing relationships, channel partnerships, and prospecting to develop sales opportunities, identify, penetrate and close local target accounts.

- The candidate will carry an individual quota and will be responsible for retiring that quota monthly through the closing of new sales with new and existing channels.

- Demonstrable understanding of the merchant acquisition business is a must. Must display the highest integrity always, be fully capable with all communications internal and external to the organization, and exhibit strong channel management, forecasting, and quota attainment discipline.

Key Responsibilities:

Sales Management:

- Establishes productive, professional relationships with key personnel in assigned channel and customer accounts.

- Create and strengthen the relationship with sales channels (distributors) to drive sales growth.

- Meets assigned targets for profitable sales volume and strategic objectives in assigned accounts.

- Proactively leads a strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one to 5-year period and meet AOP

- Participate in sales MOS, through SFDC and other tools, with a strong discipline to achieve business goals (Opportunity Pipeline, Order Booking, Revenue, Collections, Win Loss ratio etc.) every month.

- Inculcate key account focus for demand generation activity.

- Establishes sales objectives by forecasting and developing annual sales targets for channel partner's regions and cities

- Strong understanding of merchant acquisition business, retailer's need and corresponding ecosystem.

GTM Management and Demand Generation:

- Evaluate current go-to-market model and develop new go to market strategies and channel to improve growth

- Collaborate with Customer Marketing team to Drive demand generation initiatives and lead the engagement with key customers and influencers like consultants, end users and strategic partners.

Key attributes of successful candidates will include:

Previous Work Experience

- 7-10+ years of experience in managing high performing channel partner accounts with proven track record of high growth and profit/margin expansion

- Candidate with experience in merchant acquisition industry in a bank or otherwise is preferred

- Proven experience in working closely with a peer group comprising of cross function leaders in Marketing, Customer Service, Technical Service, Supply chain and logistics experience

- Demonstrated ability to develop a long term Strategic Account Plan; demonstrated capability to execute in line with plan, influence resources and investment across multiple functions.

Preferred Personality & Behavioral Traits

- Must be passionate, professional, motivated and quick learner who is comfortable working in a fast-paced environment.

- Strong business acumen, leadership, and strategic program execution skills, process driven with strong analytical mindset.

- Excellent relationship building, written and oral communication skills as it relates to disseminating and gathering information to prospective clients or business partners.

- Willing to Travel >40%

Qualifications:

- Undergraduate degree in Business or Engineering with MBA from a Tier 1 or 2 Business School