Strategic Account Manager

At TreviPay, we help clients grow by streamlining B2B payments through a combination of innovative technology, service expertise, and working capital to improve their customer’s experience and free up funding for growth. We facilitate $6 billion in transactions per year in 18 currencies for customers in more than 27 countries. We specialize in payment and credit management for B2B companies across the globe, setting the stage for the future of omni-channel B2B payments by extending terms, handling invoicing and managing collections. We take care of our clients by taking care of their customers

Every day, TreviPay employees are challenged and empowered in a supportive, collaborative, entrepreneurial environment.

The role of the Strategic Account Manager (SAM) is to develop, maintain and grow existing client relationships; lead strategic planning efforts; and to meet or exceed revenue and profitability objectives for each program under their care. Strategic Account Managers are expected to serve as the strategic lead for their programs. A successful SAM will become deeply familiar with each of their clients and the industry in which each operates. In addition to serving as the sparring partner and liaison to the client, the successful SAM will establish relationships internally with other departments in the organization and maintain an in-depth knowledge of the TreviPay offering. The Strategic Account Manager is part of a Global Account Management team and will report into local Account Management leadership.

Essential Duties and Responsibilities:

· Program Growth

o Achieve or exceed revenue and profitability goals each fiscal year, including annual budgeting and maintaining a working revenue forecast

o Derive Strategic Account Plans from client’s Go to Market / commercial strategies

o Lead day-to-day management and optimization of program growth plans

o Attend and/or lead conference calls with client sales teams as needed to support transparency within the end user pipeline

o Develop presentations as needed (for end user training, conferences, internal updates, etc.)

o Lead proposal development, contract negotiation, business issue preparation and implementation efforts for new territory expansions

o Demonstrate consistent methodical work habits to drive and complete the account management process while seeking ways to continually improve both process efficiency and productivity

· Relationship Management

o Understand the TreviPay solution and processes so that they can directly contribute to the client’s growth plans

o Integrate customer and company strategy to identify synergies

o Understand the client’s competitive landscape

o Identify and map the customer business and gains insight on value, addressing customer’s priorities, needs, and objectives

o Monitor and communicate internally (and externally, as appropriate) news and/or trends 3related to client(s)

o Actively listen (internally and externally) beyond solution needs and openly address conflict

o Serve as an escalation path for client issues and ensure said issues are resolved accurately and quickly

o Maintain a cadence of business reviews (by phone or in person), the purpose of which will be to:

· Monitor and maintain the working relationship between TreviPay and the client

· Discuss the development/evolution of products and services

· Maintain a program of continuous improvement

· Discuss additional enhancements, rollouts, expansion opportunities, etc.

· Review TreviPay’s and client’s performance of contractual obligations

· Understand the client’s growth initiatives and how TreviPay can support those

· Define plans to address strategic action items and measure success

o Develop and sustain trustworthy business and personal relationships at all levels of the customer and TreviPay’s organization

o Manage a complex web of relationships with key stakeholders, up to the C-suite, balancing differing agendas and championing the overall customer strategy for enterprise business outcomes

o Proactively identify and anticipate customer requirements, expectations, and needs

o Ensure alignment of team and extended stakeholders across the company to customer requirements and deliverables

o Demonstrate knowledge, understanding, and empathy for cultural differences and adjust to varying customs and traditions impacting business outcomes and relationships

· Contract Management

o Act as keeper of program contract(s)

· Facilitate renewals/re-negotiations

· Draft and manage contract amendments

· Monitor contract compliance

· General

o Represent TreviPay professionally and appropriately in all situations

o Up to 30% international travel

· Key Performance Measures

o Revenue performance to plan

o Revenue growth

o Strength of client and internal colleague relationships

Desired Strengths and Experience:

· Vast experience (8+ years) maintaining and developing a small set (1-3) of strategic accounts (client sales: $100M+)

· Experience navigating an international business environment, preferably having experience working with a US-based headquarter

· Excellent relationship builder

· Proactive, strategic thinker

· Excellent written and oral communication skills, native English

· Highly organized and responsive

· Ability to prioritize tasks and problem-solve on the fly

· Self-motivated AND able to motivate others

· Competitive spirit

· Aware of and skilled at navigating cultural differences

· Able to influence behavior in a matrix environment, across multiple functions within TreviPay and with the client

· At ease managing and negotiating contracts

Qualifications:

· University degree required, master’s degree is a plus

· Knowledge of Microsoft Office

· Candidate must be fluent in English (ability to speak additional languages a nice-to-have)

· Candidate must be in the United Kingdom (this is a fully remote position) and able to travel frequently to clients in the UK and our Netherlands office

Why you will love working at TreviPay

·       Competitive salary

·       Annual Leave and Long-Term Disability coverage

·       Pension plan with Nationale nederlanden

·       Casual environment and dress

·       Employee referral program

·       Professional, Innovative and highly collaborative team

·       Remote work

At TreviPay we believe:

·       in saying yes to unique and challenging requirements

·       empowered team members are creative team members

·       our products make the customer’s day just a little bit better

·       work/life balance makes us all more effective