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About the Role
The Sales Account Manager will maintain and grow relationships with key customers, ensuring and optimizing revenue generated for Thales DIS. This role involves working closely with customers to maximize value from products and services, driving adoption and expansion with internal teams, and managing the entire sales lifecycle for a select group of top issuers. The Account Manager will also serve as an ambassador for modern card issuance services, promoting the Thales brand, values, and mission within the financial industry.
Responsibilities
- Serve as the main account owner and primary contact for new and existing Cards and Issuance services customers.
- Build and maintain strong, long-term relationships with key stakeholders, including C-level executives.
- Collaborate with the Land Sales team for smooth responsibility transitions.
- Ensure successful customer onboarding and maximize revenue generation for newly acquired customers.
- Lead and manage conflict resolution to ensure excellent customer service.
- Act as the voice of the customer, providing feedback to internal teams on product and service needs.
- Develop customized pitches to address prospect/client needs and drive lead qualification.
- Understand customer pain points and market trends in digital transformation and payment infrastructure.
- Build a distinctive customer value proposition.
- Present and defend technical and commercial aspects of Thales' unique selling points.
- Manage complex sales cycles with multiple stakeholders.
- Define and build commercial proposals with contributions from various internal teams.
- Lead deal closure and contract negotiation.
- Identify areas for improvement and product/service enhancements to drive customer satisfaction and sales expansion.
- Collaborate with internal teams to meet customer expectations and propose optimal product usage.
- Develop, validate, and follow Strategic Account Plans to achieve business targets.
- Identify and nurture sales expansion opportunities within the existing customer base.
- Collaborate with internal teams to identify and build plans for up-selling new products and services.
- Report on key account metrics to the Sales Management team.
- Provide revenue forecasts through the CRM tool and contribute to project resource forecasts.
- Establish and maintain close contact with internal teams to ensure adequate resource allocation for opportunities.
- Build a strong relationship with the Expand peer to optimize lead detection and opportunity closing.
- Conduct periodic account health-checks and surveys to identify and address risks.
- Identify renewal risks and collaborate with internal teams to remediate them.
- Lead and close contract and price renewals with customers.
Requirements
- 8-10 years of experience in a customer-facing role within the Financial Institutions and/or FinTech industry.
- Awareness of the Payment Cards and Personalization industry.
- Exceptionally strong customer service skills, including issue tracking, triaging, and crisis management.
- Strong leadership skills with a focus on influencing decision-making using data.
- Outstanding organizational skills and agility.
- Proven consultative mindset in understanding and challenging customer needs.
- Strong business understanding of SaaS solutions, Issuance Market, Card Manufacturing and Personalization services, and their application in the financial services industry.
- Ability to create and maintain trusted relationships and influence key decision-makers, including C-suite executives.
- Experience in carrying individual quotas for B2B sales and revenues for existing enterprise accounts.
- Demonstrated strong growth in new business development and net new logo acquisition.
- Knowledge and experience of Financial Institutions/FinTech procurement practices and sales lifecycle processes.
- Ability to travel domestically up to 30% of the time.
- Proficiency in English with effective verbal and written communication skills.
- Successfully completing a post-offer background check.
Skills
- Customer Relationship Management
- Sales Lifecycle Management
- Consultative Selling
- Negotiation
- Financial Institutions
- FinTech
- Payment Cards
- Personalization
- SaaS Solutions
- Issuance Market
- Card Manufacturing
- Data Analysis
- Strategic Account Planning
- Revenue Forecasting
- CRM Tools
Location
- New York, United States of America
- Remote - Preferably North East or Austin, TX
Work Type
- Remote
Experience Level
- 8-10 years
- 8 to 10+ years
Education Level
- Bachelor’s degree / Master’s degree - Degree in Business, Marketing, STEM or another relevant field of study; or equivalent work experience.
- An MBA is a plus
Salary/Compensations
- Total Target Cash (TTC) 114,792.25 - 213,018.10 USD Annual
Benefits
- Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance
- Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period
- Company paid holidays and Paid Time Off
- Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program
About the Company
- Thales people architect identity management and data protection solutions at the heart of digital security.
- Business and governments rely on Thales to bring trust to billions of digital interactions.
- Thales technologies and services help banks exchange funds, people cross borders, and energy become smarter.
- More than 30,000 organizations rely on Thales to verify identities, grant access, analyze data, and encrypt data to secure the connected world.
Equal Opportunity
- Thales champions inclusion and believes diversity strengthens the fabric of our culture.
- Thales is an Equal Opportunity Employer, including disability/veterans.
- Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and Los Angeles County’s Fair Chance Ordinance for Employers).