Account Executive III

Role Overview

• This position serves as the enterprise Velera relationship manager for Velera’s largest revenue generating and strategically important financial institutions.
• Primarily through onsite visits, proactively meet and consult with credit union senior executives to develop strategic opportunities to extend the partnership and increase portfolio performance, demonstrating appropriate sense of urgency; continually monitor and communicate value of Velera products/solutions, and demonstrate the value of the Velera partnership with assigned financial institutions.
• Responsible for consistently delivering the Strategic Business Review to all assigned clients showing the value of Velera’s products and solutions which includes participating in strategic planning and taking a broad perspective to deliver relevant payment and ecommerce industry expertise.
• Align strategically the financial institution’s goals and objectives to Velera’s products and services to maximize Velera’s Value Proposition.
• Strategic focus is key as well as identifying growth opportunities while utilizing a consultative sales approach that ensures credit union business objectives are met and performance metrics of payment portfolios are maximized.
• Evaluate and understand market intelligence that may impact Velera’s product offering or sales approach and report significant industry changes to Velera management.
• Prepare proposals, negotiate contractual relationships with financial institutions, and propose and negotiate new and renewal term agreements; prepare and deliver accurate and timely proposals, pricing comparisons, proformas and program analyses.
• Maintain and grow revenue for their assigned book of business including generating lead opportunities for additional line of business sales.
• Meet or exceed established revenue growth goals from the sale of new products and services and by enhancing overall portfolio performance.
• Develop, solidify and maintain strong account relationships that result in excellent financial institutions satisfaction scores as reflected in periodic surveys; act as primary management point of contact for financial institutions for strategic initiatives and escalated issue resolution; support financial institution’s designated executive sponsor and advocate internally at Velera.
• Assists or participates in various regional meetings that promote Velera’s products and services.
• Prepare and deliver effective and influential presentations at Velera sponsored events, financial institution staff and Board of Directors meetings, advisory groups and other functions as may be required.
• Maintain open lines of communication with VP of Account Management and SVP of Account Management and report any contract renewals that are in jeopardy with a plan of action of how to retain the business.
• Timely escalation of potential relationship issues to appropriate internal Velera leaders to determine appropriate ownership and accountability for resolution.
• Actively review client landscape and recommend, develop, and implement new and creative approaches to growing Velera business; proactively manage, prioritize and engage sales leads.
• Maintain current knowledge of payment industry trends and innovation, and Velera products and solutions; maintain current knowledge of card, ecommerce, payments, and banking industry related to Visa, MasterCard, Fiserv, Velera, and competitors.
• Collaborate with product team regarding new product development for financial institution and consumer opportunities; coordinate interdivisional and interdepartmental communications related to serving clients with new and existing products/solutions.
• Must interact positively and professionally in all interactions with Velera staff, clients, and business constituents.
• Continuously review landscape and recommend, develop, and implement new and creative approaches to growing Velera business.
• In conjunction with assigned Service Executives, serve as liaison for product implementations, program start-ups, and other major projects as necessary; maintain close working relationship with internal departments to ensure smooth and open communications.
• Responsible for maintaining and keeping current account plans for all assigned financial institutions in Salesforce, ensuring opportunities are updated and maintaining accurate records for assigned portfolio of financial institutions.
• Ensure information is current and entered into Velera client database in a timely fashion.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in related field or equivalent combination of education and experience required.
• Master’s Degree preferred.
• Minimum ten (10) years marketing, business development, consulting, sales or relationship management experience required.
• Minimum ten (10) years of B2B / B2BC experience required.
• Financial Services or Consulting experience preferred.
• Proven ability to build and maintain relationships with senior level executives at large financial institutions; strong strategic account management and consultation and relationship cross-selling skills.
• Ability to identify strategic initiatives and demonstrated track record of planning, managing, and closing a complex, competitive sales effort.
• Ability to communicate effectively in both verbal and written formats and give presentations utilizing various audiovisual support aids.
• Demonstrated excellent reasoning and analytical skills; strong executive presentation, problem solving, and negotiation skills with ability to influence decisions of others.
• Ability to exercise discretion and independent judgment when making decisions that has monetary impact on Velera and client.
• Knowledge of payments, ecommerce, credit, and debit card industry and related operations preferred; knowledge of card-processing platform preferred.
• Ability to interpret P&L Statement, NCUA 5300 Call Report and monthly financial statements.
• Experience with managing client relationships involving $3.5 million + in annual revenue.
• Ability to travel as needed, 41-50%.

Benefits

• Competitive wages
• Medical with telemedicine
• Dental and Vision
• Basic and Optional Life Insurance
• Paid Time Off (PTO)
• Maternity, Parental, Family Care Community Volunteer Time Off
• 12 Paid Holidays
• Company Paid Disability Insurance
• 401k (with employer match)
• Health Savings Accounts (HSA) with company provided contributions
• Flexible Spending Accounts (FSA)
• Supplemental Insurance
• Mental Health and Well-being: Employee Assistance Program (EAP)
• Tuition Reimbursement
• Wellness program