Senior Account Manager at Temenos Group

Job Purpose

Reporting to the Head Regional Sales for the Africa Region. To generate ongoing revenue for Temenos through the sale and delivery & support of high quality solutions to existing clients, while managing and ensuring high levels of client satisfaction and reference-ability across East Africa.

Responsibilities and Accountabilities

Sales:

• Generating and managing revenue pipeline by identifying and winning profitable license, training, consulting and support business.
• Proactively identifying ways to help clients reach their strategic goals through constant knowledgeable and informed communication regarding Temenos’ products, services and direction.
• Engaging and managing a virtual team including pre-sales consultants, the Services Engagement Manager, Training Manager, other services personnel and legal as appropriate throughout the sales cycle.
• Upgrading existing contracts (such as higher levels of maintenance) and up-selling and identifying new opportunities within existing clients but outside of the existing implementations.
• Taking ownership of sales proposals for the nominated accounts and ensuring that they are provided to a high standard, in a timely manner.
• Generating ideas and suggestions, writing proposals, refining the scope of work and budget, negotiating prices, and assisting in the drawing up of contracts.
• Working as part of the account management team to identify and package new sales propositions. Each team member will, from time to time, be asked to research, write-up documentation and marketing pieces, or undertake other action items as defined in regular meetings.

Customer satisfaction:

• Raise customer satisfaction for the nominated territory to the requisite corporate level.
• Ensure that reference-ability within the nominated territory is at the requisite corporate level.

Services:

• Managing Temenos deliverables including resourcing, and monitoring against an agreed plan.
• Working with assigned Help Desk Manager to ensure quality and timeliness of Help Desk services and deliverables.
• Overseeing Temenos services engagements and representing Temenos on related steering committees to manage profitability and risk to Temenos.
• Obtaining required client and internal authorization and sign-off for services engagements.

Relationships:

• Representing Temenos to existing clients, and representing clients within Temenos.
• Maintaining and building customer relationships with the client’s services managers and stakeholders to promote customer loyalty, satisfaction and reference ability, and to expand outside of existing relationship.
• Frequent and effective communication and interaction with client contacts at multiple levels.

Others:

• Ensuring smooth and prompt invoicing and cash collection.
• To undertake any other tasks or duties which are reasonable and requested by your line manager or a member of the senior management team.
• Adhering to internal controls and systems such as deal sheets, time reporting, forecasting, etc.

Skills and Qualifications

• Minimum of 10 years’ solutions sales and/or account management experience involving large, complex projects in the financial sector.
• Proven sales experience in East Africa.
• Proven sales success, client management, and service delivery experience.
• Track record of working with multi-site/country clients within the region.
• Proven stakeholder management skills, understanding of the sales process and methods, and profitability and risk management skills.
• Strong consulting skills with excellent commercial awareness and negotiation skills.
• Understanding Temenos’ products and services, its competitors’ offerings and the key differentiators.
• Advanced interpersonal skills and excellent written and verbal communication skills.
• Proven conflict and issue management skills.
• Team-oriented leadership and management skills and a professional attitude to colleagues and clients.
• Experience of working with audiences with varying levels of technical understanding in different cultures.
• Thrive on working toward tough, high-pressure deadlines.
• Must be presentable, articulate, reliable, committed and resilient.