Senior Strategic Account Manager

The Senior Strategic Account Manager is part of a Global Account Management team and reports into local Account Management leadership. The role of the Senior Strategic Account Manager is to develop, maintain and grow existing client relationships; lead strategic planning efforts; and meet or exceed revenue and profitability objectives for each program under their care, across multiple territories. The Senior Strategic Account Manager serves as the strategic lead for their programs, becoming deeply familiar with each client and the industry in which it operates, and acting as the primary liaison between the client and TreviPay while building strong internal relationships across departments.

This is a senior role with a high degree of autonomy: the Senior Strategic Account Manager is expected to work independently and proactively, take ownership of their programs end-to-end, and execute the duties outlined below with limited guidance and minimal oversight, while maintaining transparency and visibility with leadership. The Senior Strategic Account Manager will also support and mentor less experienced Account Management team members.

Essential Duties and Responsibilities:

Relationship Management

• Manage a complex web of relationships with key stakeholders, up to the C-suite, championing the overall customer strategy for enterprise business outcomes
• Master and maintain deep knowledge of each client’s competitive landscape, including understanding of the client’s addressable, serviceable and target markets
• Analyze market trends and translate them into tangible business outcomes
• Monitor and communicate internally (and externally, as appropriate) news and/or trends related to client(s)
• Identify and map the customer business and gain insight on value, addressing the customer’s priorities, needs, and objectives; proactively identify and anticipate customer requirements and expectations
• Actively listen (internally and externally) beyond solution needs and openly address conflict
• Ensure alignment of the team and extended stakeholders across the company to customer requirements and deliverables; serve as an escalation path for client issues and ensure prompt and accurate resolution
• Manage a client “relationship tree,” ensuring that relationships are maintained with at least three contacts on the client side at all times, and that no fewer than three TreviPay representatives have relationships within the client organization(s)
• Maintain a cadence of business reviews (virtual or in person), the purpose of which will be to:
  • Monitor and maintain the working relationship between TreviPay and the client
  • Review TreviPay’s and the client’s performance of contractual obligations
  • Discuss the development/evolution of products and services
  • Maintain a program of continuous improvement
  • Discuss additional enhancements, rollouts, expansion opportunities, etc.
  • Understand the client’s growth initiatives and how TreviPay can support those
  • Define plans to address strategic action items and measure success
• Develop and sustain trustworthy business and personal relationships at all levels of the customer’s and TreviPay’s organization

Sales and Growth

• Achieve or exceed revenue and profitability goals each fiscal year, including annual budgeting and maintaining a working revenue forecast
• Derive Strategic Account Plans from the client’s Go-to-Market / commercial strategies
• Maintain a multi-year strategic plan for client retention and growth; ensure alignment and exposure with TreviPay leadership to execute
• Work with client(s) to develop strategic growth plans targeting opportunities for increased program revenue for the client and TreviPay
• Lead day-to-day management and optimization of program growth plans
• Attend and/or lead conference calls with client sales teams as needed to support transparency within the end user pipeline
• Lead proposal development, contract negotiation, business issue preparation and implementation efforts for white space opportunities and new territory expansions

Contract Management

• Act as keeper of program contract(s):
  • Facilitate renewals/re-negotiations
  • Draft and manage contract amendments
  • Monitor contract compliance

General

• Own end-to-end program outcomes, operating independently and exercising sound judgment with limited day-to-day guidance, while keeping leadership informed on risks, decisions and progress
• Understand and accurately communicate TreviPay solutions and processes
• Contribute constructively to product steering and process improvement
• Embrace account management best practices as articulated by TreviPay leadership; consistently leverage company-sponsored tools and training, including, but not limited to:
  • Goal-setting and tracking
  • Account planning
  • Task management
• Consistently exhibit alignment with TreviPay’s core values of Tenacity, Ingenuity and Empathy
• Develop presentations as needed (for end user training, conferences, internal updates, etc.)
• Support/mentor new and less experienced Account Management team members
• Demonstrate mastery-level conflict resolution and organizational navigation
• Represent TreviPay professionally and appropriately in all situations
• Up to 40% travel

Desired Strengths and Experience:

• Previous experience (5+ years) managing strategic accounts
• Significant experience developing and implementing commercial/sales strategy with a proven track record of success
• Excellent relationship builder
• Proactive, strategic thinker with a commercial mindset
• Demonstrated ability to work autonomously, set own priorities, and drive programs forward without close supervision
• Excellent written and oral communication skills
• Highly organized and responsive
• Ability to prioritize tasks and problem-solve on the fly
• Self-motivated AND able to motivate others
• Competitive spirit
• Able to influence behavior in a matrix environment, across multiple functions within TreviPay and with the client, with minimal assistance
• At ease managing and negotiating contracts
• Demonstrated understanding of cultural differences and ability to adapt to customs and traditions impacting business outcomes and relationships
• Ability to operate and thrive under pressure

Qualifications:

• University degree required; master’s degree is a plus
• Five or more years of prior client/account management experience, including managing strategic accounts
• Previous experience navigating an international business environment
• Mastery-level knowledge of Microsoft Office
• Bilingual preferred; at a minimum, the ability to understand and to make oneself understood to all English-speaking individuals
• Candidate must be in the United Kingdom or the Netherlands