Strategic Account Manager

Role Overview

• 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 client’s addressable, serviceable and target markets
• 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 customer’s priorities, needs, and objectives; proactively identify and anticipate customer requirements, expectations, and needs
• Actively listen (internally and externally) beyond solution needs and openly address conflict
• Ensure alignment of 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
• 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
• Discuss the development/evolution of products and services
• Maintain a program of continuous improvement
• Discuss additional enhancements, rollouts, expansion opportunities, etc.
• Review TreviPay’s and client’s performance of contractual obligations
• 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 and TreviPay’s organization
• Achieve or exceed revenue and profitability goals each fiscal year, including annual budgeting and maintaining a working revenue forecast
• Derive Strategic Account Plans from client’s Go to Market / commercial strategies
• Lead day-to-day management and optimization of program growth plans
• Lead proposal development, contract negotiation, business issue preparation and implementation efforts for white space opportunities
• Act as keeper of program contract(s)
• Facilitate renewals/re-negotiations
• Draft and manage contract amendments
• Monitor contract compliance
• Understand and accurately communicate TreviPay solutions and processes
• 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.)
• Represent TreviPay professionally and appropriately in all situations
• Up to 40% travel

Requirements

• Previous experience (3+ years) managing strategic accounts
• Experience developing and implementing commercial/sales strategy
• Excellent relationship builder
• Proactive, strategic thinker with a commercial mindset
• 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
• 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
• University degree required, master’s degree is a plus
• Mastery level knowledge of Microsoft Office

Tech Stack

• Go

Benefits

• Competitive salary
• Paid parental leave
• Generous paid time off
• Medical, dental, vision, FSA, Life/AD&D, long and short term disability
• 401K matching
• Employee referral program