Account Manager

Location: Maynila, Philippines

In fast changing markets, customers worldwide rely on Thales. Thales is a business where brilliant people from all over the world come together to share ideas and inspire each other. In aerospace, transportation, defence, security and space, our architects design innovative solutions that make our tomorrow's possible.

Thales has been present in the Philippines since 2002, and continues to support the country’s big ambitions in the aerospace, defence and digital security sectors. As a committed partner to the country, Thales works closely with key Filipino partners in the areas of digital identity and security, air traffic management and defence, where its technologies and services supplied Digital Identity & Security business lie at the heart of modern life, from payment to enterprise security and the internet of things. Thales employs a workforce of close to 200 employees in the Philippines, across two facilities in Manila and Laguna.

Overview: On the Account Manager role you will be responsible for maintaining and growing relationships with our key cards and issuance customers, ensure and optimize revenue generated for Thales DIS at its customers.

On the Sales part of your role you will be responsible for the entire sales lifecycle process of our SaaS modern card issuance services, from lead identification, through qualification, offer, negotiation and opportunity closing.

Main Responsibilities:

DRIVING SAAS OPPORTUNITIES THROUGH SALES FUNNEL, PLANNING AND SHARING

• As the owner of the sales pipeline, your responsibility is to identify, manage and close market opportunities on new, and potentially on existing accounts (up-sells) that will help you achieve or exceed your financial targets.
• Build and maintain strong long-term relationships with all key stakeholders, including C-level and senior executives in your target customer segments.
• Provide visibility of your opportunity pipeline and share short to mid-term revenue forecasts through the CRM tool, in dedicated sessions with your Sales Manager.
• For new customers, build, share and execute account plans (sharing through dedicated session with Managers and peers).
• For existing customers, contribute to building, sharing and executing a plan to perform up-sells for new products or services offers not yet under an existing contract.
• Establish and keep close contact with customer facing technical and account teams to ensure that your opportunities have the appropriate level of resources.

CARDS AND ISSUANCE CUSTOMER MANAGEMENT

• As an Account Manager, you will be the main account owner and the first point of contact for newly won or existing Cards and Issuance services customers, and will be responsible for building strong relationships with our clients during all sales cycles.
• For newly won customers, you will be accountable for a successful customer onboarding journey by collaborating with internal teams to ensure fast project completions and maximize revenue generation.
• Collaborate with internal teams to meet customer expectations, and proactively propose to the customer better ways to use our Card products and Issuance Services, maximizing the value for both our customer and ourselves.
• Build and maintain strong long-term relationships with all key stakeholders, including C-level and senior executives for the accounts under your scope.
• Lead and manage critical conflict resolution, to ensure excellent customer service and experience with Thales.
• Become the voice of customer, and provide feedback to internal teams in regards to the needs and recommendations on new products and services definition.

DRIVE SUCCESS

• Responsible for developing, validating, implementing and following-up the Strategic Account Plans to ensure the achievement of quarterly and yearly business targets.

• Report on key account metrics to the Sales Management team for regular business reviews and follow up Strategic Account Plans.
• Responsible for providing revenues forecasts through our CRM tool for the Cards & Issuance services contracted by our customers, and as well contribute to the project resources forecasts exercise.

Main Requirements:

• You should have 5-10 years experience minimum in a sales or Account Executive position within the Financial Institutions and/or FinTech industry with the ability to coordinate multiple internal and external stakeholders in a complex sales process.
• Have a proven consultative mindset in understanding customer needs and challenging them on solutions, whilst always working towards sales closure.
• Strong business understanding of SaaS solutions, preferably cloud technology and agile delivery models and how they apply to the financial services industry in your market.
• Awareness on Payment Cards and Personalization industry.
• Ability to Create and maintain trusted and lasting relationships and influence key decision makers, particularly at C-suite level in Financial Institutions.
• Experience in carrying individual quotas for B2B sales at an enterprise level, SaaS experience is key.
• Be able to demonstrate strong growth in new business development driving net new logo acquisition amongst all tiers of financial institutions and FinTech clients.
• Knowledge and experience of Financial Institutions/FinTech procurement practices and sales lifecycle processes, typical for selling enterprise platforms into financial institutions.
• Degree in Business, Marketing or Engineering or another relevant field of study; or equivalent work experience.
• Exceptionally strong customer service skills, including issue tracking, triaging and crisis management, managing large customers portfolios.
• Strong leadership skills with a focus on influencing decision making by using data points.
• Outstanding organizational skills and agility.
• Ability to travel regionally up to 50% of the time.
• Proficiency in English and preferably local language.

At Thales we provide CAREERS and not only jobs. With Thales employing 80,000 employees in 68 countries our mobility policy enables thousands of employees each year to develop their careers at home and abroad, in their existing areas of expertise or by branching out into new fields. Together we believe that embracing flexibility is a smarter way of working. Great journeys start here, apply now!