Account Manager

Location:

New York, United States of America Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

The Sales Account Manager will be responsible for maintaining and growing relationships with our key customers, ensuring and optimizing revenue generated for Thales DIS at its customers. The Account Manager will work closely with customers to ensure they get the most value from our products and services. The AM will work with internal teams to drive the adoption and expansion of our products and services within the customer's organization.

Also, the position expects the Account Manager to be responsible for the entire sales lifecycle for a limited number of Top 30 issuers, from lead identification through qualification, offer, negotiation, and opportunity closure. The Account Manager will also become the ambassador of our modern card issuance services in your territory, consistently communicating Thales brand, values and mission in the financial industry.

• As an Account Manager, you will be the main account owner and the first point of contact for newly won or existing Cards and Issuance services customers, and will be responsible for building strong relationships with our clients during Adopt, Expand and Renew sales cycles
• Build and maintain strong long-term relationships with all key stakeholders, including C-level and senior executives for the accounts under your scope
• Collaborate with Land Sales team to ensure optimal responsibility transition from the Land towards the Adopt phase of our customer engagements
• For newly won customers, you will be accountable for a successful customer onboarding journey by collaborating with internal teams to ensure fast project completions and maximize revenue generation
• Lead and manage critical conflict resolution, to ensure excellent customer service and experience with Thales
• As the Account Owner, and if applicable, you will collaborate with SaaS Expand peers to ensure that Thales meets the customer needs for all contracted products or services, in an unified point of view, and when necessary be the main escalation path in the account for conflict resolution
• Become the voice of customer, and provide feedback to internal teams in regards to the needs and recommendations on new products and services definition

For a short list (less than 10) of the top 30 accounts:

• The Account Manager will build a customized pitch that will target the most pressing needs of your prospect/client, resonate with your audience, and hence positively drive lead qualification and identification. You will achieve that by:
  Learning how our offer solves customer pain points
  • Understanding the issues faced by financial institutions in your market regarding their digital transformation and their payment infrastructure modernization
  • Mastering major payment card market trends in your territory from both financial institutions and end-users perspectives
  • Building a distinctive customer value proposition
• Be able to map the account, present and defend both the technical and commercial aspects of Thales unique selling points to all customer stakeholders (Digital Transformation, Operations, IT, Business teams, etc), including C-level executives
• Manage complete and complex sales-cycles with multiple stakeholders
• Define and build the commercial proposals, consolidating the contributions from relevant teams (Pre-sales, Architects, Finance, Legal, etc)
• Lead deal closure and contract negotiation with customers until the execution of project kick-off-meetings and official hand-over to the Expand team

• Work with the customer to identify areas for improvement, product and service enhancements that drive customer satisfaction, retention and trigger opportunities for sales expansion.
• Collaborate with internal teams to meet customer expectations, and proactively propose to the customer better ways to use our Card products and Issuance Services, maximizing the value for both our customer and ourselves.

• Responsible for developing, validating and following-up the Strategic Account Plans (for prospects and existing customers) to ensure the achievement of quarterly and yearly business targets, in collaboration with SaaS Expand peer if applicable. This includes:
  • Identifying and nurturing sales expansion opportunities within the current Cards and Issuance Services scope with our customers, until effective opportunity closing
  • Collaborating…