Strategic Account Manager

New York /
Consulting /
Full-time
THE ROLE
 
Lab49 has an opportunity for an experienced Account Manager to join the team in New York.  In this role your focus will be helping our clients deliver results against some of their most complex business and technology initiatives.  You will work with senior leaders on some of our most important accounts – helping our teams build relationships, win projects and deliver excellence. In addition, you will oversee account operations and strategic activities – keeping our delivery teams well informed and in front of the client while ensuring account operations run smoothly.
 
The primary objective for this role is to help achieve year-on-year growth for strategic accounts. Your key responsibilities will be conducting account planning to guide commercial activities, generating a consistent stream of meetings and opportunities, and helping to successfully win projects and delight our clients.  Overall, the Account Manager is responsible for driving growth by selling solutions to new clients and expanding solutions within existing clients.

KEY RESPONSIBILITIES

    • Build and maintain relationships with existing clients by providing information and guidance; researching and recommending new opportunities; and recommending solutions to their new and/or ongoing business technology challenges.
    • Develop and execute account planning and client relationship strategy, leverage thought leadership to build relationships, expand the Lab49 brand within the client, and uncover new opportunities.
    • Proactively identify and drive new opportunities to serve the client’s needs. Lead and/or execute proposal and SOW efforts and seek opportunities to introduce new or additional Lab49 service offerings and capabilities.
    • Articulate and able to engage in conversation with senior executives about the benefits of Lab49 Consulting solutions for their organization.
    • Collaborate with team members to win deals through effective team-selling, including meeting preparation, meeting follow-ups, proposal development, and deal closing activities.
    • Use Salesforce CRM to ensure knowledge transfer regarding account development, outreach progress, and opportunity pursuit.
    • Support account talent strategy, manage team communications and events, manage onboarding and offboarding and team collaboration tools
    • Manage confidential information requirements for your account, support compliance initiatives as needed, and support procurement relationships and contracting as needed.
    • Oversee compliance with Lab49 standards to establish, monitor, manage and report key milestones and deliverables to ensure project health.
    • Leads and develops cross-functional delivery teams to ensure impactful business outcomes. Meet regularly with stakeholders to ensure client satisfaction, resolving critical client satisfaction issues. Promptly escalates risks that affect client relationships or trust.
    • Support the triage and resolution of critical program or project issues and scope changes throughout the project phases, including handling client escalations.

CHARACTERISTICS AND QUALIFICATIONS:

    • 3-5 years’ experience working within a technical pre-sales position or a consultative sales position.  5+ years’ experience in a client facing environment.
    • 5+ years experience in consultative software solution sales and account management
    • Previous experience and/or domain knowledge within financial services/capital markets. 
    • Undergraduate degree, ideally in Computer Science, Business Administration or related field; MBA a plus.
    • Ability to quickly and effectively build trusted working relationships with a variety of people and personalities.
    • Ability to establish immediate credibility with clients, build consensus, and achieve goals through influence.
    • Comfortable reaching out to clients to arrange meetings and able to work past obstacles with persistence and poise.
    • Effective in a fast-paced, dynamic working environment and able to effectively manage multiple priorities simultaneously.  Strong organizational skills with attention to detail.  Ability to both work independently and with others at all levels.
    • Ability to assess client needs, identify omissions and gaps, and design optimal solutions.
    • Creative thinking and seeking innovative solutions to complex technical/business problems. Ability to apply a logical and analytical approach to problem-solving.
    • Excellent communication skills – able to represent the team, project and firm in all manner of client situations.  Strong presentation skills to technical and business audiences, building on an ability to articulate and sell a vision.  Excellent collaboration and influencing skills.
    • Excellent interpersonal and client interaction skills, including ability to network effectively and build confidence with potential clients.  Ability to maintain a calm and professional approach in challenging situations.
    • Proven ability to manage complex sales cycles, with a track record of successful revenue attainment. Ability to close deals and overcome resistance and opposition from key decision-makers.