Perfios Software Solutions - Senior Manager - Key Account Management - InsureTech (4-9 yrs)

Perfios is a Global fintech software player and India's largest SaaS-based B2B fintech software company. We specialize in real-time decisioning, analytics, onboarding automation, due diligence, monitoring, and litigation automation. Our other areas of specialization include Account Aggregator, B2B Fintech, API, Onboarding, Verification, Total KYC APIs, and Insuretech solutions

Perfios' core data platform has been built to aggregate and analyze both structured and unstructured data and provide vertical solutions combining both consented and public data for the BFSI space catering to their stringent Scale Performance, Security and other SLA requirements. The company enables financial institutions to take informed decisions using Artificial Intelligence and Machine Learning Algorithms

A Unicorn, Perfios was founded in 2008 and serves the Banking, Financial Services, and Insurance industry in 18 countries. Headquartered in Bangalore and offices worldwide, we serve over 1200 clients with our suite of 75+ products and 850+ data sources and platforms. Our clients today are confident and rely on our start-to-end tech platform. Perfios has recently raised funding of $229 Million in Series D round from Kedaara capital. The other investors are Warburg Pincus and Bessemer Venture Partners

In the Insuretech, our capabilities and solutions are of immense value to our clients across Insurance companies, Insurtech's, AMC's, PMC's Stocke Brokers etc. Perfios has created a large portfolio of products that cater to multiple verticals in these institutions

We are looking for BFSI professionals - Preferably experienced in Digital partnerships, SaaS sales, B2B partnerships (insurance), Insuretech, Fintech, Key Account Management, Digital enablement etc. These professions would lead our engagements with the decision leaders across the Insuretech space and drive adoption and use of all our products. The role involves both Farming the existing clients and deepening our relationship and use cases with them while also Hunting for new partnerships and adoption of our products with them

We are looking for candidates based out of Delhi, Mumbai

ROLES & RESPONSIBILITIES:

This role is required to retain, develop and grow new business from existing clients. You will be responsible for managing existing and acquiring new accounts, building and maintaining healthy relationships with all the key functions and stakeholders in these accounts and maximizing sales opportunities for all our products with them

The role would thus be responsible and accountable for the following areas:

RELATIONSHIP BUILDING ACTIVITIES:

- Must be able to network and develop relationships with key decision makers (CTO, CDO, CSO, CAO, CIO, CRO, Business & Product Heads) in respective accounts

- Responsible for building & developing strong contacts with the clients and continuously foster and develop the relationship for on-going sales

- Build Customer loyalty through continuous training and awareness programs and coordination with front end & business support functions.

- Interact and maintain relationships with existing clients to enable cross-selling and up-selling activities

SALES & MARKETING:

- Responsible for farming existing accounts, building pipeline, book revenues from given segment market

- Manage existing business relationships to achieve budgeted revenue goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business

- Drive high standards of customer service and satisfaction throughout all areas of the business

- Responsible for managing several accounts and being the face of the company to existing clients

- Understand customer requirement and technical conditions in detail and appraise & educate on giving them the right solution customized for the requirement

- Inform existing customers frequently of new product features, new solutions, benefits and its impact to client's process ensuring brand recall that is enough to prioritize our products

- Demonstrate high account management standards to ensure customer satisfaction

- Developing new business initiatives with the client to increase the share of wallet.

DELIVERABLES FOR SUCCESS:

Candidates must demonstrate the following successes:

- Exploring and understanding Client challenges in growth of business and identifying need

- Building up traction with the target client to build a long-term relationship on behalf of organization

- Objections handling to clarify doubts of client and help them select the best product combination by offering company solutions

- Obtaining client feedback and drive increasing client satisfaction and engagement

- Driving client service excellence and a culture of delighting clients

- Ability to learn fast and take independent charge of accounts and clients

- Network, build and Manage relationships across the levels

- Achieving Top and Bottom-line Revenue & Profitability.

CORE COMPETENCIES:

- Able to handle the changing needs of the marketplace and the customers

- Strong account management and relationship building skills

- Minimum of 3-5 years of professional experience in Account Management/Sales with a minimum of 3 Years working experience in the Insuretech Industry.

- Customer centricity and Networking skills.

- Ability to identify opportunities within existing clients for a product/s and drive CXO level engagement for selling organization products.

- Prepare and conduct customer training and workshops.

- Improving the overall customer relationship, delivering reliable administrative support and customer service.

- Manage client relationship through all phases of the sales cycle