Sr. Strategic Account Manager
Melbourne, Australia
AUS - Account Management /
Full-Time Regular /
Remote
At TreviPay, we believe loyalty begins at the payment. Thousands of sellers use our global B2B payments and invoicing network to provide choice and convenience to buyers, open new markets and automate accounts receivables. With integrations to top eCommerce and ERP solutions and flexible trade credit options, TreviPay brings 40 years of experience serving leaders in manufacturing, retail and transportation.
TreviPay is on a mission to help businesses grow by enabling online B2B billing and payments.
The Senior Strategic Account Manager is part of a Global Account Management team and will report into local Account Management leadership. The Senior Strategic Account Manager will execute/demonstrate the duties outlined below proactively, with minimal oversight, while maintaining transparency and visibility with leadership.
Essential Duties and Responsibilities:
Relationship Management
o Manage a complex web of relationships with key stakeholders, up to the C-suite, championing the overall customer strategy for enterprise business outcomes
o Master and maintain deep knowledge of each client’s competitive landscape, including understanding of client’s addressable, serviceable and target markets
o Analyze market trends and translate into tangible business outcomes
o Monitor and communicate internally (and externally, as appropriate) news and/or trends related to client(s)
o 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
o Actively listen (internally and externally) beyond solution needs and openly address conflict
o 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
o 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
Sales and Growth
o Achieve or exceed revenue and profitability goals each fiscal year, including annual budgeting and maintaining a working revenue forecast
o Derive Strategic Account Plans from client’s Go to Market / commercial strategies
o Maintain a multi-year strategic plan for client retention and growth; ensure alignment and exposure with TreviPay leadership to execute
o Lead day-to-day management and optimization of program growth plans
o Lead proposal development, contract negotiation, business issue preparation and
o implementation efforts for white space opportunities
Contract Management
o Act as keeper of program contract(s)
· Facilitate renewals/re-negotiations
· Draft and manage contract amendments
· Monitor contract compliance
General
o Understand and accurately communicate TreviPay solutions and processes
o Contribute constructively to product steering and process improvement
o 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
o Consistently exhibit alignment with TreviPay’s core values of Tenacity, Ingenuity and Empathy
o Develop presentations as needed (for end user training, conferences, internal updates, etc.)
o Represent TreviPay professionally and appropriately in all situations
o Up to 40% travel
o Support/mentor new and less experienced AM team members
o Demonstrate mastery level conflict resolution and organizational navigation
Desired Strengths and Experience:
o Previous experience (5+ years) managing strategic accounts
o Significant experience developing and implementing commercial/sales strategy
o with a proven track record of success
o Excellent relationship builder
o Proactive, strategic thinker with a commercial mindset
o Excellent written and oral communication skills
o Highly organized and responsive
o Ability to prioritize tasks and problem-solve on the fly
o Self-motivated AND able to motivate others
o Competitive spirit
o Able to influence behavior in a matrix environment, across multiple functions within
o TreviPay and with the client with minimal assistance
o At ease managing and negotiating contracts
o Demonstrated understanding of cultural differences and ability to adapt to customs and traditions impacting business outcomes and relationships
o Ability to operate and thrive under pressure
Qualifications:
o University degree required, master’s degree is a plus
o Mastery level knowledge of Microsoft Office
What's in it for me?
· Work in a friendly and caring agile company where teamwork is key
· Work with friendly and highly skilled practitioners that are invested in your success and growth
· Remote working is the new normal
· Beautiful new CBD offices that you don’t have to attend
· Like-minded technologists
· Hackathons and R&D time
· Casual environment and dress
· Employee referral program
· Successful and stable company
At TreviPay we believe in:
· INGENUITY - TreviPay was created through creative problem solving and seizing opportunities. This spirit continues to drive our business today.
· EMPATHY - TreviPay takes pride in the ability to actively listen to understand and support the distinct viewpoints of employees, customers and our communities across the globe to contribute positively to the diverse TreviPay network.
· TENACITY - Underpinning our efforts is a relentless commitment to our customers and their success. We give our employees the autonomy to make decisions, all for the collective success of our business and the business of our customers.
