Key Account Manager (HN)
HyperVerge, Vietnam
Job Description
ABOUT HYPERVERGE
Hyper /hp/, Beyond, above, above normal
Verge /vd/, To be on the edge or margin; border
HyperVerge is a collective idea of those who dare to push the limits of their capabilities to deliver powerful, cutting edge technology amp; products that can revolutionize and transform the way of living.
At HyperVerge, we build and provide AI models for real time image and video analysis with an accuracy of 99.5% and are optimized for deployments in low bandwidth environments. Deep-learning networks built by HyperVerge are powering applications for large enterprise clients in Financial Services, Telecom, Energy, Security, and Defense.
We help companies solve critical business problems with an AI engine that is tested-at-scale and have marquee brands like FeCredit, MoMo, Grab, SmartPay, BeGroup, CIMB, cash24, etc as our clients.
MISSION
As part of our rapid growth plan, we are looking for dynamic and ambitious Key Account Managers (KAMs) to sustain and expand relationships with our strategic accounts. This role involves spending significant time at the client site to learn about the client’s business problem, managing relationships with CXOs and other key stakeholders in the process, getting the necessary approvals from various departments and delivering the promised business impact using our product. The incumbent will be responsible for growing the annual recurring revenue from our key-accounts by at least $1 M USD.
OUTCOMES EXPECTED FIRST YEAR
Goals
- Developing a deep understanding of HyperVerge technology and products within the first month
- Scaling the Monthly Recurring Revenue (MRR) in every account as per the given quota every 6 months
Responsibilities
Taking complete ownership of 3-5 assigned key accounts by
- Proactively discovering and understanding valuable and critical client problems
- Creating business plans for the identified opportunities pertaining to value, scalability, potential solutions
- Working with internal product teams to create and demonstrate solution proposals for business impact
- Working with clients to conduct relevant tests pertaining to accuracy, on-field, business impact estimation
- Driving the deal to closure through active sales including commercial negotiations, legal contracts
- Building relationships by addressing consumer concerns and offering valuable responses to their queries
- Creating comprehensive stakeholder maps for all key accounts by defining objectives of each partnership
- Cultivate relationships with executive level decision-makers
- Strive to become a trusted advisor and partner at all your accounts
- Ensure due receivables are on time consistently
Personal Competence Building
- Focus on personal competence building across all stages of account management
- Develop teams of ‘A-players’ that operate independently to deliver high performance in geographies
- Find 2 excellent mentors in a period of 6 months for advice on scaling, product, sales
- Share and build a best-practices knowledge base to share with current and future team members
Requirements
PREREQUISITES
- Prior experience in managing a major account (ACV of $250K) or territory sales
- Proven track record of over-achieving quota
- Experience working closely with C-level / SVP-level executives
- Excellent written and verbal communication skills
- Strong comfort in MS Office suite
Good to have
- Comprehensive understanding of operations and problems in the financial services industry
- Deep know-how of business processes, customer journeys and client pain-points in the financial sector
- Product thinking to resolve the customer pain points
- Proficiency in financial analysis
COMPETENCIES
Means business
- Structurally understands clearly what it takes to generate New Revenue
- Is energised by difficult situations, conversations, negotiations, conflicts, rejections
- Competitive and goal-oriented
Mapping Stakeholders and Building Relationship
- Has the ability to identify and map critical stakeholders within key accounts
- Has the ability to become an indispensable part of the structure of the strategic account’s organisation
- Has superior influencing skills and enormous energy levels
Domain Knowledge and Network
- Good track record of account management or territory sales to the Financial Services industry
- Knows decision makers and h