ENVIRONMENT:
A dynamic provider of cutting-edge Financial Security Services is seeking an Executive Account Manager who will deliver on agreed sales targets by driving strategic business development, strengthening executive-level client relationships, and leading high-performing sales initiatives. The role is responsible for positioning our client as a trusted advisor to large institutions, influencing senior stakeholders, and enabling sustainable revenue growth through solution-based selling and market expansion
DUTIES:
- Adhere to company policy, compliance requirements, and internal governance processes.
- Ensure alignment with governance frameworks, particularly in complex, regulated, or multi-stakeholder environments.
- Maintain integrity, transparency, and ethical conduct in all commercial engagements.
- Ensure alignment with Company policy and standards for forecasting purposes and maintain up-to-date information within the internal forecasting system.
- Ensure solution proposition can be fulfilled by the Company and/or its Partner and meet the required governance. Ensure solution propositions are commercially viable, deliverable, and aligned to governance standards.
- Regular attendance of sales review meetings (general and one-on-one).
- Build a pipeline for the relevant financial term but that will also cater for revenue expectations in future years. Build a sustainable, multi-period pipeline that supports both short-term targets and long-term revenue growth.
- Accurately forecast annual, quarterly, monthly and weekly revenue pipeline.
- Meet monthly and quarterly business objectives as agreed with Business Development Manager.
- Customer liaison - Maintaining customer information.
- Managing and resolving all customer enquiries. Proactively manage and resolve all customer enquiries with a client-centric approach.
- Monitor and maintain customer communication and relationships.
- Recording customer related communication (CRM), if applicable. Record all customer interactions within CRM systems to ensure visibility and continuity.
Sales:
- Promote the company and its solution offering and identify new industry or business opportunities at existing AND new clients
- Identify and pursue new business opportunities through targeted client engagement and market activity
- Develop a strong understanding of the client’s business needs, budget cycles, and procurement processes to effectively position solutions
- Identify, engage, and maintain relationships with key stakeholders and decision-makers, including senior management where required
- Actively promote Company solutions and value proposition through client meetings, presentations, and industry engagements
- Build and manage a robust pipeline of opportunities, ensuring consistent progression toward closure
- Maintain regular client interaction to strengthen relationships and identify additional sales opportunities (upsell and cross-sell)
- Monitor client satisfaction and address queries or concerns promptly to support ongoing business retention and growth
- Ensure accurate and timely invoicing and debtor management in line with company standards
- Record and manage all client interactions and opportunities within the CRM system to ensure visibility and pipeline accuracy
- Market and sell cost-effective Company solutions to fulfil clients’ business requirements:
- Progress opportunities through defined sales stages using structured methodologies and stakeholder engagement strategies.
- Leverage relationships to deepen understanding of client needs and influence decision-making toward Company solutions
- Ensure rigorous qualification of opportunities before progression
- Engage early with Partner, Product Management, and Solutions Teams to co-create optimal solutions
- Ensure a clear understanding of both business and technical requirements
- Map procurement processes, decision criteria, and key influencers within the client organization
- Use presentations, workshops, and proof-of-concept engagements to demonstrate value
- Develop and execute comprehensive closing strategies, including:
- Stakeholder engagement plans
- Internal and external call plans
- Coordinated cross-functional execution
- Drive deals to closure through strategic negotiation, influence, and value articulation
- Manage toward successful conclusion of proposal, pricing, tendering, and contracting processes:
- Assume ownership of the full tendering and proposal lifecycle
- Lead the development of high-quality, compelling proposals, including:
- Management summaries
- Commercial models and pricing
- Terms and conditions
- Ensure proposals are strategically aligned, commercially sound, and client-centric
- Where specifications are absent, define and document client requirements clearly and accurately
- Coordinate internal stakeholders (Product, Legal, Solutions, Executive Management)
- Compile proposal plans with clear responsibilities, timelines, and deliverables
- Engage commercial and legal expertise to validate contractual and commercial terms
- Plan and manage logistics for submission, presentations, and demonstrations
- Demonstrate strong understanding of pricing structures, including exchange rate implications where relevant
- Lead pricing discussions aligned to client budget and strategic importance of opportunity
- Maintain ongoing client engagement throughout proposal phase to sustain momentum and address concerns
- Ensure adherence to policies and contract management standards
- Assist in ensuring successful implementation of solutions and maintaining a high level of client satisfaction:
- Implementation Support & Client Success
- Ensure early involvement of Solution Teams and/or Partners to support seamless delivery
- Facilitate coordination between internal teams to meet client expectations and timelines
- Ensure all contractual agreements are finalised prior to implementation
- Monitor implementation progress, proactively addressing risks and challenges
- Leverage client relationships to resolve issues and ensure successful outcomes
- Ensure accurate and timely invoicing aligned to delivery milestones
- Continuously monitor and enhance client satisfaction levels post-implementation
- Identify opportunities for upsell, cross-sell, and long-term partnership growth
- Solution and value proposition awareness
- Maintain deep understanding of their solutions, features, and value proposition
- Stay current with product developments and future roadmap
- Conduct ongoing competitive analysis and market benchmarking
- Understand pricing structures, packaging models, and commercial positioning
- Maintain awareness of supplier positioning and ecosystem dynamics
- Apply market insights to align solutions with emerging industry trends and client priorities
REQUIREMENTS:
- Grade 12 or equivalent
- Degree in a related field
- BCom / MBA / Postgraduate Qualification (Advantageous)
- Recognised sales training
- Minimum 5-10 years’ experience in enterprise sales, account management, or business development
- Fluent in French (Advantageous)
- Knowledge of products and services and associated value Proposition to customers
- Knowledge and understanding of sales methodologies
- Strong understanding of customer and market dynamics and requirements
- Track record of exceeding sales targets and driving market expansion across multiple regions
- Experience in solution selling within financial services, technology, or infrastructure environments
- Exposure to cross-border markets and multi-jurisdictional environments is highly advantageous
- Ability to engage and influence C-suite stakeholders, regulators, or large institutions
- Proven success in complex B2B / institutional sales environments
ATTRIBUTES:
- Business Acumen
- Client/Stakeholder Commitment
- Drive for Results
- Leads Change and Innovation
- Motivating and Inspiring Team
- Results orientated and deliverables driven
- Committed and passionate about providing superior client service
- Willingness to travel for work
