Account Manager (Mid/Snr)

Role Overview / Purpose

The role of a Mid/Senior Account Manager in Andile is to key client accounts and provide strategic guidance and solutions to meet their technology needs. The primary purpose of the role is to establish and nurture long-term relationships with clients, understand their business objectives, and align Andile’s offerings to support their goals. The Senior Account Managers act as trusted advisors, leveraging their industry knowledge and technical expertise to provide valuable insights, drive client satisfaction, and contribute to business growth. The Senior Account Managers collaborate with internal teams, such as business development, marketing, legal managed services, and professional services teams, to ensure seamless service delivery, identify new business opportunities, and support the overall success of Andile in the Capital Markets and Treasury Banking sector.

• Establish relationships as a trusted and strategic advisor to help ensure the continued value of our products and services
• Serve as the main point of contact in all matters related to client concerns and needs
• Build and strengthen client relationships to achieve long-term partnerships
• Maintain accurate client records, keeping track of any contract updates and renewals
• Work with business development, marketing, and other internal teams to develop strategic account specific plans and ensure KPIs are being met
• Develop a thorough understanding of our products and service offerings to better upsell and cross-sell to clients

Duties and Responsibilities

1. Client Relationship Management (CRM):

• Build and maintain strong relationships with key client accounts, serving as the primary point of contact for their professional and managed services needs. Foster trust, understand their business requirements, and identify opportunities for value-added solutions.
• Facilitate monthly account update sessions with clients to review ongoing engagements
• Interacts across all levels in the client organisation.
• Understands workflow and value chain and internal client delivery processes in order to ensure client satisfaction.
• Maintains all customer records in crm database.
• Develops and manages a 30 day forecast and 60-90-120 day pipeline within CRM.
• Provides weekly and monthly forecasts to management.

2. Needs Assessment and Solution Design

• Conduct thorough needs assessments to understand client challenges and technology requirements. Collaborate with clients and internal teams to design tailored technology solutions that address their specific needs and align with industry best practices.
• Facilitate workshop sessions with clients to develop opportunities and engage in dialogue with clients to articulate customer value drivers in light of our value proposition.
• Maintain knowledge of current industry trends and business needs to proactively work with clients
• Work closely with product, services, business development, marketing and other departments to influence product strategy and roadmap to best support client account initiatives.
• Assist with ongoing development and implementation of marketing and communications.
• Creating and publishing content for marketing.

3. Strategic Account Planning

• Develop and implement strategic account plans to drive client satisfaction and business growth. Identify opportunities for upselling, cross-selling, and expanding service offerings based on client needs and market trends.
• Research the clients’ business, financials and market to identify and capitalise on net new revenue opportunities.
• Define and maintain detailed company profiles (playbooks) of strategic accounts.

4. Consulting & Advisory

• Serve as a trusted advisor to clients, providing expert guidance on technology solutions, trends, and best practices in the Capital Markets and Treasury Banking sector. Offer insights and recommendations to enhance their operations, efficiency, and competitive advantage.
• Consistently shares newsworthy insights about the market, educating clients on new issues and outcomes.
• Research the various industries the company competes in (i.e., banking, capital markets, technology, consulting) and stay informed with the local and international trends.

5. Account Growth & Business Development

• Identify and pursue new business opportunities within existing accounts, leveraging industry networks and market knowledge. Collaborate with business development to generate leads and participate in business development activities.
• Develop business development strategies to grow revenue from existing clients.
• The role is predominantly focused on driving net new revenue.
• Penetration in markets held by the competition and foster partnerships with new and existing customers
• Understand competitive landscape and offerings to differentiate the value of solutions.

Required Experience

• 3-5 years of progressive experience in a consultative selling context and business development.
• Proven track record in account management, client satisfaction and developing and implementing key account plans.

• Demonstrated sales experience within the Capital Markets and Treasury Banking technology, or Banking services.
• Familiarity within the Capital Markets and Treasury Banking technology is desirable.
• Good understanding of legal and commercial agreements and engaging with the legal department to ensure timeous closure of legal processes.
• Eagerness to learn complex solutions to enable successful development of sales opportunities.
• PC literacy - Microsoft - specifically PowerPoint and Excel.
• Experience CRM software and automation.
• Team player skills.
• Industry network and business development proficiency.

Required Qualifications/ Certifications

• Relevant Degree or Diploma