Key Account Manager
HyperVerge, Vietnam
Job Description
Who we are:
HyperVerge is a deep tech AI company with a 99.5% accuracy serving more than 100+ clients across US, India, Africa and ASEAN region. Our AI is used by large enterprises like Airbus, FeCredit, Grab, BeGroup (and many more) for verifying identities of customers and preventing fraud (Prevented $22M annual fraud in a single large NBFC).
What do we do:
Verifying ‘who they say they are’ online, right from the Nigerian prince scams to email-imposters who claim to be the company's CEO - the problem is ever evolving and growing along with the internet's growth. Thus, building the Identity Infrastructure for Internet scale is indeed a critical step to empower new-age businesses to grow. We’ve solved this challenge really well amp; validated the identities of 650+ million customers until date (More than 7% of the world’s population).
About the role:
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 key amp; 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 to grow the annual recurring revenue from our key accounts by $1.5M$ by maintaining and expanding relationships with significant clients.
OUTCOMES - FIRST YEAR:
Goals
- Developing a deep understanding of HyperVerge technology and products within the first month
- Achieve an average NPS gt;60 from all the delegated accounts in the portfolio
- Scaling the Monthly Recurring Revenue (MRR) in every account as per the given quota every 3 months.
- Ensure 100% client retention amp; contract renewals with a NRR gt;120%
- Drive New Production Adoption with customers
Responsibilities
Taking complete ownership of the 3-5 assigned key accounts amp; 5-10 Strategic accounts to drive greater and deeper adoption of HyperVerge technology by
- Proactively discovering valuable and critical client problems and developing a deep understanding of them.
- Working with the client to conduct necessary accuracy tests, on-field tests, stress tests, business impact measurement tests to ensure that we identify and rectify problems as early as possible.
- Driving the deal to closure through active sales - commercial negotiations, legal contracts
- Consistently addressing consumer concerns and offering clear and concise responses to their queries and build trust in the process, thus ensuring sustainable growth in billing and quota attainment
- Creating a precise business plan for the identified opportunities - value of the problem, scalability of the potential solution etc.
- Working with the internal product teams to create a solution proposal and demonstrate the solution with clear business impact.
- Create a comprehensive relationship map for each of the key accounts by defining clear objectives of the client partnership
- Cultivate relationships with executive level decision-makers and strive to become a trusted advisor and a partner at your named accounts.
Personal Competence Building
- Focus on personal competence building across all stages of account management. Constantly learning better ways to discover problems, manage key accounts, build trust and deeper relationships, negotiate and close deals, etc.
- Training and Developing teams of ‘A-players’ which can operate independently and deliver high performance in the domain/geography.
- Find 2 excellent mentors in a period of 6 months for advice on scaling, product, sales etc.
- Share and build a best-practices knowledge base to share with current and future team members
Requirements
Must have
- Prior experience in managing a major account (ACV of $500K) 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 are a must.
- Very strong fluency in Microsoft Office suite (Excel, Word, PowerPoint, etc.) - you will be required to create presentation decks for top management, drive internal buy-ins through presentations etc.
- Prior experience in working a software product company
Good to have
- Operating in the financial services industry
- Deep understanding of business processes, customer journeys and client pain-points in consumer lending and other financial services companies
- Prod