Senior Account Manager - FinTech
Dext, Australia
Job Description
About Us
We are Dext. Our suite of tools makes accountants more productive, profitable and powerful. In doing so we give them back the most precious commodity, time, which they can then use to add greater value to their clients.
Accountants and bookkeepers are the backbone of every successful business. For more than a decade we’ve empowered our partners with innovative technology solutions to make businesses better. Dext allows them to meet the challenges they face today, tomorrow and in the future.
The Role - what you’ll do:
A Senior Account Manager has mastered the fundamentals of the Account Manager role and has consistently role modelled both the Consultative and Challenger Sale style.
Our Dext Senior Account Managers have the ambition to over-achieve and they have demonstrated the ability to effectively plan, manage and deliver against targets. With a deep understanding of the customer pre and post-sale process, the Senior Account Manager will help contribute to the ongoing success of the APAC AM team. Senior Account Managers will proactively identify areas of opportunity to Increase Portfolio value, improve conversions amp; deal sizes, reduce churn and contraction, and enhance the Partner experience which can be rolled out globally.
- Act as the main point of contact in all matters relating to client concerns and needs
- Build and strengthen client relationships to achieve long-term partnerships
- Introduce new, additional and premium products to your account portfolio, establishing your Partner’s needs and pain-points to provide solutions
- Maintain accurate client records, keeping track of any contract updates and renewals
- Use our passive account management (PAM) tools and your market awareness to prospect and forecast selling opportunities
- Develop a thorough understanding of our products and service offerings to better upsell and cross-sell to client
- Increase monthly recurring revenue and average invoice value via upsell and cross-sell activity
- Develop strong relationships with decision makers and key stakeholders, working alongside colleagues to ensure a seamless buying and deployment process
- Develop a successful buyer journey, supporting and creating a positive experience for your customers, mitigating contraction churn and cancellation.
Requirements
About you - what we are looking for:
- Demonstrated experience in an Account Management function of a B2B SAAS environment
- Has developed a proactive, strategic approach to cross-functional collaboration.
- Confident in delivering expert-level consultative sale.
- Juggles management of all portfolio segments well, tailoring outreach according to partner need amp; current state of play.
- Develops a deep understanding of the customer’s business and uses that understanding to teach them something new about how their company can compete more effectively.
- Applies industry expertise to disrupt their thinking, whilst maintaining diplomacy amp; empathy.
- Consistently building their value with partners, such that their advice is trusted and embraced.
- Experience within in a high-growth or change environment
- Excellent written and verbal communication skills
- Experience with Salesforce
- Active listening skills and high emotional intelligence.
- Strong business acumen
- Excellent relationship building skills
- A consistent and dedicated approach
- Sufficiently confident to know the limits of their time and reprioritise accordingly.
- Demonstrated ability to conduct product demonstrations
Desired but not essential;
- SaaS industry experience
These are our ideal requirements, but we hire on potential, not just on experience, and we know that some people are less likely to apply for a role if they don’t meet 100% of the criteria. At Dext we are committed to cultivating a diverse, inclusive and empowering culture, so please apply if you meet the majority of these competencies.
You can read more about our Diversity amp; Inclusion commitments here.
Benefits
What you will be a part of:
We are a highly ambitious, innovative, market-leading FinTech. We are a global, well-funded business but have the dexterity and pace of a scale-up. We are uncompromising in our desire to achieve our best, day-in day-out, and we have three clear values which guide everything we do:
Be Brave - Everyone in the company has a voice to challenge ideas and the status quo.
Be Exceptional - We set high standards for ourselves. We aim to be exceptional at what we do.
Be Together - We are one team. There is no such thing as