HyperVerge - Senior Key Account Manager (7-12 yrs)

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 key & 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 to grow the annual recurring revenue from our key accounts by $1.5M$ by maintaining and expanding relationships with significant clients.

Location - Mumbai, India

Outcomes - First Year:

Goals:

1. Developing a deep understanding of HyperVerge technology and products within the first month

2. Achieve an average NPS >60 from all the delegated accounts in the portfolio

3. Scaling the Monthly Recurring Revenue (MRR) in every account as per the given quota every 3 months

4. Ensure 100% client retention & contract renewals with a NRR >130%

5. Drive New Production Adoption with customers

Responsibilities:

Taking complete ownership of the 3-5 assigned key accounts & 5-10 Strategic accounts to drive greater and deeper adoption of HyperVerge technology by :

1. Proactively discovering valuable and critical client problems and developing a deep understanding of them.

2. Working with the client to conduct necessary accuracy tests, on-field tests, stress tests, business impact measurement tests to ensure that we identify and rectify problems as early as possible.

3. Driving the deal to closure through active sales - commercial negotiations, legal contracts

4. Consistently addressing consumer concerns and offering clear and concise responses to their queries and build trust in the process, thus ensuring sustainable growth in billing and quota attainment

5. Creating a precise business plan for the identified opportunities - value of the problem, scalability of the potential solution etc.

6. Working with the internal product teams to create a solution proposal and demonstrate the solution with clear business impact.

7. Create a comprehensive relationship map for each of the key accounts by defining clear objectives of the client partnership

8. Cultivate relationships with executive level decision-makers and strive to become a trusted advisor and a partner at your named accounts.

Personal Competence Building:

1. Focus on personal competence building across all stages of account management. Constantly learning better ways to discover problems, manage key accounts, build trust and deeper relationships, negotiate and close deals, etc.

2. Training and Developing teams of 'A-players' which can operate independently and deliver high performance in the domain/geography.

3. Find 2 excellent mentors in a period of 6 months for advice on scaling, product, sales etc.

4. Share and build a best-practices knowledge base to share with current and future team members

Prerequisites:

Must have:

1. Prior experience in managing a major account (ACV of $500K) or territory sales.

2. Proven track record of over-achieving quota

3. Experience working closely with C-level / SVP-level executives

4. Excellent written and verbal communication skills are a must.

5. Very strong fluency in Microsoft Office suite (Excel, Word, PowerPoint, etc.) - you will be required to create presentation decks for top management, drive internal buy-ins through presentations etc.

6. Prior experience in working a software product company

Good to have:

1. Operating in the financial services industry

2. Deep understanding of business processes, customer journeys and client pain-points in consumer lending and other financial services companies

3. Product thinking to resolve the customer pain points

4. Proficiency in financial analysis

Competencies:

Means business:

1. Understands clearly what it takes to generate New Revenue - identify problem, propose solution, generate interest, and is energized by (at least not afraid of) difficult situations, conversations, negotiations, conflict, rejection, etc.

2. Competitive and result focused

Mapping Stakeholders and Building Relationship:

1. Has the ability to identify and map critical stakeholders within the key account.

2. Has the ability to become an indispensable part of the structure of the strategic account's organization by continuously adding value

3. Needs to have superior influencing skills and enormous energy levels.

Domain Knowledge and network:

1. Good track record of account management or territory sales to the Financial Services industry

2. Knows decision makers and has a working relationship across organizations in the industry

3. In-depth understanding of one of these - lending, insurance, securities, credit cards or mutual funds and has an understanding of the critical industry problems

Analytical and Problem-Solving Skills:

1. High grasping power - Quick to understand and absorb qualitative or quantitative data and draw insightful conclusions from it

2. Strong attention to detail - does not let important details slip through the cracks

Learning:

1. Intellectual curiosity - loves to ask questions and is genuinely interested in learning the client's needs

2. Enthusiastic about learning and trying new approaches, best practices, and ideas and not overly attached to what has worked in the past

3. Does not carry around a big ego and ready to collaboratively learn with the team