SUMMARY:
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POSITION INFO:
ENVIRONMENT: A dynamic provider of cutting-edge Financial Security Services is seeking an Executive Account Manager who will deliver on agreed sales targets by driving strategic business development, strengthening executive-level client relationships, and leading high-performing sales initiatives. The role is responsible for positioning our client as a trusted advisor to large institutions, influencing senior stakeholders, and enabling sustainable revenue growth through solution-based selling and market expansion DUTIES: Adhere to company policy, compliance requirements, and internal governance processes. Ensure alignment with governance frameworks, particularly in complex, regulated, or multi-stakeholder environments. Maintain integrity, transparency, and ethical conduct in all commercial engagements. Ensure alignment with Company policy and standards for forecasting purposes and maintain up-to-date information within the internal forecasting system. Ensure solution proposition can be fulfilled by the Company and\/or its Partner and meet the required governance. Ensure solution propositions are commercially viable, deliverable, and aligned to governance standards. Regular attendance of sales review meetings (general and one-on-one). Build a pipeline for the relevant financial term but that will also cater for revenue expectations in future years. Build a sustainable, multi-period pipeline that supports both short-term targets and long-term revenue growth. Accurately forecast annual, quarterly, monthly and weekly revenue pipeline. Meet monthly and quarterly business objectives as agreed with Business Development Manager. Customer liaison - Maintaining customer information. Managing and resolving all customer enquiries. Proactively manage and resolve all customer enquiries with a client-centric approach. Monitor and maintain customer communication and relationships. Recording customer related communication (CRM), if applicable. Record all customer interactions within CRM systems to ensure visibility and continuity. Sales Promote the company and its solution offering and identify new industry or business opportunities at existing AND new clients Identify and pursue new business opportunities through targeted client engagement and market activity Develop a strong understanding of the client’s business needs, budget cycles, and procurement processes to effectively position solutions Identify, engage, and maintain relationships with key stakeholders and decision-makers, including senior management where required Actively promote Company solutions and value proposition through client meetings, presentations, and industry engagements Build and manage a robust pipeline of opportunities, ensuring consistent progression toward closure Maintain regular client interaction to strengthen relationships and identify additional sales opportunities (upsell and cross-sell) Monitor client satisfaction and address queries or concerns promptly to support ongoing business retention and growth Ensure accurate and timely invoicing and debtor management in line with company standards Record and manage all client interactions and opportunities within the CRM system to ensure visibility and pipeline accuracy Market and sell cost-effective Company solutions to fulfil clients’ business requirements: Progress opportunities through defined sales stages using structured methodologies and stakeholder engagement strategies. Leverage relationships to deepen understanding of client needs and influence decision-making toward Company solutions Ensure rigorous qualification of opportunities before progression Engage early with Partner, Product Management, and Solutions Teams to co-create optimal solutions Ensure a clear understanding of both business and technical requirements Map procurement processes, decision criteria, and key influencers within the client organization Use presentations, workshops, and proof-of-concept engagements to demonstrate value Develop and execute comprehensive closing strategies, including: Stakeholder engagement plans Internal and external call plans Coordinated cross-functional execution Drive deals to closure through strategic negotiation, influence, and value articulation Manage toward successful conclusion of proposal, pricing, tendering, and contracting processes: Assume ownership of the full tendering and proposal lifecycle Lead the development of high-quality, compelling proposals, including: Management summaries Commercial models and pricing Terms and conditions Ensure proposals are strategically aligned, commercially sound, and client-centric Where specifications are absent, define and document client requirements clearly and accurately Coordinate internal stakeholders (Product, Legal, Solutions, Executive Management) Compile proposal plans with clear responsibilities, timelines, and deliverables Engage commercial and legal expertise to validate contractual and commercial terms Plan and manage logistics for submission, presentations, and demonstrations Demonstrate strong understanding of pricing structures, including exchange rate implications where relevant Lead pricing discussions aligned to client budget and strategic importance of opportunity Maintain ongoing client engagement throughout proposal phase to sustain momentum and address concerns Ensure adherence to policies and contract management standards Assist in ensuring successful implementation of solutions and maintaining a high level of client satisfaction: Implementation Support & Client Success Ensure early involvement of Solution Teams and\/or Partners to support seamless delivery Facilitate coordination between internal teams to meet client expectations and timelines Ensure all contractual agreements are finalised prior to implementation Monitor implementation progress, proactively addressing risks and challenges Leverage client relationships to resolve issues and ensure successful outcomes Ensure accurate and timely invoicing aligned to delivery milestones Continuously monitor and enhance client satisfaction levels post-implementation Identify opportunities for upsell, cross-sell, and long-term partnership growth Solution and value proposition awareness Maintain deep understanding of their solutions, features, and value proposition Stay current with product developments and future roadmap Conduct ongoing competitive analysis and market benchmarking Understand pricing structures, packaging models, and commercial positioning Maintain awareness of supplier positioning and ecosystem dynamics Apply market insights to align solutions with emerging industry trends and client priorities REQUIREMENTS: Grade 12 or equivalent Degree in a related field BCom \/ MBA \/ Postgraduate Qualification (Advantageous) Recognised sales training Minimum 5-10 years’ experience in enterprise sales, account management, or business development Fluent in French (Advantageous) Knowledge of products and services and associated value Proposition to customers Knowledge and understanding of sales methodologies Strong understanding of customer and market dynamics and requirements Track record of exceeding sales targets and driving market expansion across multiple regions Experience in solution selling within financial services, technology, or infrastructure environments Exposure to cross-border markets and multi-jurisdictional environments is highly advantageous Ability to engage and influence C-suite stakeholders, regulators, or large institutions Proven success in complex B2B \/ institutional sales environments ATTRIBUTES: Business Acumen Client\/Stakeholder Commitment Drive for Results Leads Change and Innovation Motivating and Inspiring Team Results orientated and deliverables driven Committed and passionate about providing superior client service Willingness to travel for work
