At Outseer, we’re helping our customers make the world a safer place. Our All-Cause Fraud prevention platform combines AI, behavioral biometrics and consortium intelligence to stop fraud, not customers across the globe. We’re a team that makes things happen, stays humble, adapts fast, and keeps it real, growing our business and each other every day.
What you’ll achieve:
The Named Account Manager is responsible for driving revenue growth, focused on assigned named and strategic accounts, by renewing and expanding the book of business across Outseer's offerings to existing customers. In addition to maintaining and fostering customer relationships at an operational and executive level, they will understand the customer's key business, challenges, and requirements, focusing on maximizing value. They will partner with Solution Consulting, Product, and Marketing teams to develop and deliver a compelling territory growth strategy for the territory and maintain detailed account plans.
Outseers team selling approach requires this role to collaboratively work across our global team to achieve departmental goals that align with company values, culture, and philosophies. To achieve great results, this role must be able to foster and maintain a positive work environment that promotes teamwork and collaboration.
Essential Duties
- Meet or exceed monthly, quarterly, and annual account renewal and expansion targets.
• Manage and build strong relationships with customer accounts.
• Lead Tier-1 Financial Institution Account Management, with the ability to drive a conversation around Banking Fraud and Payments.
• Manage full-cycle sales, while negotiating contracts to maximize profits, and close deals.
• Deliver solutions that meet customer needs in a timely and successful manner.
• Analyze customer needs and pain points and provide compelling ROI and value proposition.
• Identify and pursue business opportunities to maintain and grow pipeline.
• Develop and execute effective growth strategies to meet/exceed revenue targets.
• Develop strong working relationships with customers.
• Collaborate with leadership to build successful partnerships.
• Attend industry and client events to network and increase brand awareness.
• Engage customers at an Executive level early and often.
• Act as a first interface for international accounts in collaboration with local reps.
• Orchestrates and delivers according to the existing Sales Playbook.
• Prepare reports on account status and progress.
• Create sales collateral to support the sales process.
• Resolve challenging customer requests or issues in a timely and effective manner.
• Maintaining sales lead, opportunity, and client information in the CRM database, accurately, on an ongoing, real-time basis.
Desired Requirements
- Bachelor’s degree or higher in Business or Marketing, MBA preferred.
• Fluent in Italian and English
- 8+ years Account Management and/or Direct Sales Experience.
• Tenured experience with territory planning and rapid territory development.
• Expertise in managing end- to-end sales processes in complex, large deals.
• Executive-level relationship building, client management, especially working with executives in lines of business, and sometimes at board level.
• Able to create systems of organization for effective account management.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions on strategic directions and linking discussions.
• Excels in competitive, value based, selling skills and sells across platform and specialty.
• Outstanding work ethic; unquestioned integrity and accountability
• Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer.
• Great at execution and follow-through; results-driven, organized self-starter
• Highly organized, able to keep many work streams going simultaneously, must be incredibly detail oriented.
• Excellent time management skills and presentation skills.
• Lead expert for the technology or solution being presented to the client.
• Excellent oral and written communication skills, and ability to work effectively across multiple projects in a fast-paced, highly collaborative setting.
• Available for local and overnight travel (up to 50%)
Desired Behaviors
- Change Facilitation: Encourages and supports continuous improvement of work practices and processes. Facilitates change by actively seeking opportunities for innovation and sharing ideas with the team.
• Execution Focus: Drives execution by effectively cascading departmental goals into individual goals. Sets high performance standards, communicates clear expectations, resolves problems, provides task clarity, and establishes boundaries.
• Team Influence: Provides coaching and mentorship, utilizing open and honest communication. Escalates when necessary to ensure compliance. Recognizes team members for their contributions and fosters and open environment.
• Motivational Mentorship: Keeps the team focused and motivated by delivering, knowing when to escalate issues, providing regular feedback, while maintaining open lines of communication.
• Technical Proficiency: Possesses a strong understanding of their own role and responsibilities and is familiar with the roles and tasks of team members. Demonstrates technical competence and provides guidance when needed.
• Effective Communication: Over-communicates by hosting regular team communication such as one-on-one meetings and team meetings. Ensures important and relevant information is cascaded to the team in a timely manner.
• Employee Involvement: Encourages employees to participate in decision-making processes, valuing their ideas and proposed solutions. Creates a culture of open dialogue and collaboration.
• Ethical Conduct and Competence: Displays ethical character and competence, earning the trust of others by acting with integrity and intention. Upholds the company's values and principles in all actions.
• Role Modelling: Sets a positive example by demonstrating high levels of commitment and energy. Acts as a role model for the organization's core values and maintains high standards of behavior. Influences others positively and contributes to a positive work culture at Outseer.
Outseer is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Outseer are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Outseer will not tolerate discrimination or harassment based on any of these characteristics. Outseer encourages applicants of all ages.
Originally posted on Himalayas