![[HN] Key Account Manager - Vietnam](https://static.recruitery.co/uploads/images/195e09b8fb754e41a04ee16b5e4424c9_20210615160518.gif)
Mô tả công việc
MISSION
As part of our rapid growth plan, we are looking for dynamic and ambitious Key Account Managers (KAMs) to sustain and expand relationships with our strategic accounts. This role involves spending significant time at the client site to learn about the client’s business problem, managing relationships with CXOs and other key stakeholders in the process, getting the necessary approvals from various departments and delivering the promised business impact using our product. The incumbent will be responsible for growing the annual recurring revenue from our key-accounts by at least $1 M USD.
OUTCOMES EXPECTED – FIRST YEAR
Goals
● Developing a deep understanding of our technology and products within the first month
● Scaling the Monthly Recurring Revenue (MRR) in every account as per the given quota every 6 months
Responsibilities
Taking complete ownership of 3-5 assigned key accounts by
● Proactively discovering and understanding valuable and critical client problems
● Creating business plans for the identified opportunities pertaining to value, scalability, potential solutions
● Working with internal product teams to create and demonstrate solution proposals for business impact
● Working with clients to conduct relevant tests pertaining to accuracy, on-field, business impact estimation
● Driving the deal to closure through active sales including commercial negotiations, legal contracts
● Building relationships by addressing consumer concerns and offering valuable responses to their queries
● Creating comprehensive stakeholder maps for all key accounts by defining objectives of each partnership
● Cultivate relationships with executive level decision-makers
● Strive to become a trusted advisor and partner at all your accounts
● Ensure due receivables are on time consistently
Personal Competence Building
● Focus on personal competence building across all stages of account management
● Develop teams of ‘A-players’ that operate independently to deliver high performance in geographies
● Find 2 excellent mentors in a period of 6 months for advice on scaling, product, sales
● Share and build a best-practices knowledge base to share with current and future team members
As part of our rapid growth plan, we are looking for dynamic and ambitious Key Account Managers (KAMs) to sustain and expand relationships with our strategic accounts. This role involves spending significant time at the client site to learn about the client’s business problem, managing relationships with CXOs and other key stakeholders in the process, getting the necessary approvals from various departments and delivering the promised business impact using our product. The incumbent will be responsible for growing the annual recurring revenue from our key-accounts by at least $1 M USD.
OUTCOMES EXPECTED – FIRST YEAR
Goals
● Developing a deep understanding of our technology and products within the first month
● Scaling the Monthly Recurring Revenue (MRR) in every account as per the given quota every 6 months
Responsibilities
Taking complete ownership of 3-5 assigned key accounts by
● Proactively discovering and understanding valuable and critical client problems
● Creating business plans for the identified opportunities pertaining to value, scalability, potential solutions
● Working with internal product teams to create and demonstrate solution proposals for business impact
● Working with clients to conduct relevant tests pertaining to accuracy, on-field, business impact estimation
● Driving the deal to closure through active sales including commercial negotiations, legal contracts
● Building relationships by addressing consumer concerns and offering valuable responses to their queries
● Creating comprehensive stakeholder maps for all key accounts by defining objectives of each partnership
● Cultivate relationships with executive level decision-makers
● Strive to become a trusted advisor and partner at all your accounts
● Ensure due receivables are on time consistently
Personal Competence Building
● Focus on personal competence building across all stages of account management
● Develop teams of ‘A-players’ that operate independently to deliver high performance in geographies
● Find 2 excellent mentors in a period of 6 months for advice on scaling, product, sales
● Share and build a best-practices knowledge base to share with current and future team members
Yêu Cầu Công Việc
● At least 5 years of relevant working experience
● Prior experience in managing a major account (ACV of $250K) or territory sales
● At least 2 years in high scaled tech startup environment especially Fintech startup
● Proficiency in English
● Proven track record of over-achieving quota
● Experience working closely with C-level / SVP-level executives
● Excellent written and verbal communication skills
● Strong comfort in MS Office suite
COMPETENCIES
Means business
● Structurally understands clearly what it takes to generate New Revenue
● Is energised by difficult situations, conversations, negotiations, conflicts, rejections
● Competitive and goal-oriented
Mapping Stakeholders and Building Relationship
● Has the ability to identify and map critical stakeholders within key accounts
● Has the ability to become an indispensable part of the structure of the strategic account’s organisation
● Has superior influencing skills and enormous energy levels
Domain Knowledge and Network
● Good track record of account management or territory sales to the Financial Services industry
● Knows decision makers and has a working relationship across organisations in the industry
● In-depth understanding of one or more - lending, insurance, securities, credit cards, mutual funds
Analytical and Problem-Solving Skills
● High grasping power to understand and absorb qualitative or quantitative data and draw deep insights
● Strong attention to detail
Learning
● Intellectual curiosity - loves to ask questions and is genuinely interested in learning the client's needs
● Enthusiastic and experiential about learning and trying new approaches, innovative practices, ideas
● Does not carry around a big ego and ready to collaboratively learn with the team
● Is not interested in being a great corporate citizen trying to make everyone happy
● Prior experience in managing a major account (ACV of $250K) or territory sales
● At least 2 years in high scaled tech startup environment especially Fintech startup
● Proficiency in English
● Proven track record of over-achieving quota
● Experience working closely with C-level / SVP-level executives
● Excellent written and verbal communication skills
● Strong comfort in MS Office suite
COMPETENCIES
Means business
● Structurally understands clearly what it takes to generate New Revenue
● Is energised by difficult situations, conversations, negotiations, conflicts, rejections
● Competitive and goal-oriented
Mapping Stakeholders and Building Relationship
● Has the ability to identify and map critical stakeholders within key accounts
● Has the ability to become an indispensable part of the structure of the strategic account’s organisation
● Has superior influencing skills and enormous energy levels
Domain Knowledge and Network
● Good track record of account management or territory sales to the Financial Services industry
● Knows decision makers and has a working relationship across organisations in the industry
● In-depth understanding of one or more - lending, insurance, securities, credit cards, mutual funds
Analytical and Problem-Solving Skills
● High grasping power to understand and absorb qualitative or quantitative data and draw deep insights
● Strong attention to detail
Learning
● Intellectual curiosity - loves to ask questions and is genuinely interested in learning the client's needs
● Enthusiastic and experiential about learning and trying new approaches, innovative practices, ideas
● Does not carry around a big ego and ready to collaboratively learn with the team
● Is not interested in being a great corporate citizen trying to make everyone happy
Ưu tiên với ứng viên
● Comprehensive understanding of operations and problems in the financial services industry
● Deep know-how of business processes, customer journeys and client pain-points in the financial sector
● Product thinking to resolve the customer pain points
● Proficiency in financial analysis
● Deep know-how of business processes, customer journeys and client pain-points in the financial sector
● Product thinking to resolve the customer pain points
● Proficiency in financial analysis
Tại sao ứng viên nên ứng tuyển vào vị trí này
We are expanding quickly in regions such as Vietnam, Philippines, Thailand, Malaysia, Indonesia and establishing our presence further in South-East Asia. We are opening up opportunities in financial domain, and are developing cutting-edge products at the forefront of innovation. We work with some of the biggest names in financial services. We are dynamic and fast-moving, are looking for motivated individuals to join us!
• Learn from the best:
+ The founding team won the title of the best Computer Vision Team in International Aerial Robotics Competition (IARC),
+ Board of advisors who are:
. Ex CTO of Lockheed Martin (a publicly traded global security and aerospace company)
. Ex Senior Director Microsoft, AT&T,
. CEO | FE Credit, ex CEO (Philippines) | Citi,...
• We convert our industry-leading research and knowledge into your power. This is the best place to gain your knowledge and experience in AI technologies.
• Great work culture, open and transparent with the freedom to experiment
• Great opportunities to learn and grow with a fast-growing start-up that is international
• Flat hierarchy and co-operative working atmosphere
• Freedom to execute own ideas
• Excellent and competitive salary package
• Insurance according to Vietnamese laws
• Flexible working arrangement
• Salary review based on performance upon request.
• Learn from the best:
+ The founding team won the title of the best Computer Vision Team in International Aerial Robotics Competition (IARC),
+ Board of advisors who are:
. Ex CTO of Lockheed Martin (a publicly traded global security and aerospace company)
. Ex Senior Director Microsoft, AT&T,
. CEO | FE Credit, ex CEO (Philippines) | Citi,...
• We convert our industry-leading research and knowledge into your power. This is the best place to gain your knowledge and experience in AI technologies.
• Great work culture, open and transparent with the freedom to experiment
• Great opportunities to learn and grow with a fast-growing start-up that is international
• Flat hierarchy and co-operative working atmosphere
• Freedom to execute own ideas
• Excellent and competitive salary package
• Insurance according to Vietnamese laws
• Flexible working arrangement
• Salary review based on performance upon request.
Quy trình phỏng vấn
4 - 5rounds: HR Interview > Video call with Hiring Manager > Face to face meeting with Top Management in HCM > Video call with Leadership team in India
Thông tin thêm
- Founded in Vietnam 2 years ago. Team size: 7 people in VN (play roles as sales, product management, solution architect,...)
- The tech team is mainly based in India
- After India, Vietnam is the first market we tap
- The tech team is mainly based in India
- After India, Vietnam is the first market we tap
Địa Điểm Làm Việc
Toong Vista Verde, Level 1 of Faifo Lane Building, No, 2 Phan Van Dang Street, Thanh My Loi Ward, District 2, Ho Chi Minh City
