Relationship Account Manager

  • Competitive
  • Hong Kong
  • Permanent, Full time
  • FIS Global
  • 19 Feb 19

Relationship Account Manager

Key Responsibilities:

  • Retain the client revenue:
    • Measure and contain the renewal price compression
    • Implement a deal review process to define and deliver target renewal price and revenue
    • Establish process to collaborate with Business Units and Sales team to deliver target outcome
  • Renew client contracts
    • Proactively lead and manage all contract renewal opportunities
    • Engage and partner with Sales team and Business Units as needed
    • Inventory, prioritize, risk assign and report renewal inventory and performance
  • Identify and refer sales opportunity
    • Identify and qualify adds-on on current client solution
    • Identify and qualify new sales opportunity with internal services teams
Engage /refer to Sales team

Development Value (areas of mobility):

  • Sales Manager
  • Strategic Account Manager
  • Country Manager
  • Head of Relationship Management
    Roles and Responsibilities
  • Proactively leads all renewal engagements - reduce price/revenue compression
  • Collaborates with Sales Team to identify, qualify, and refer new sales opportunity and leads
  • Ensures optimal utilization of FIS services and know-how
  • Monitor client satisfaction and work to make clients referenceable
  • Participates in client loyalty process by participating in follow-up discussions and developing action plans to address any negative comments
  • Cover expansion of client usage of products (users, modules, deployment, upgrades)
  • Ensure client adoption of FIS deployments and 3rd generation user management
  • Represents the Enterprise to the client and the client to the Enterprise
  • Maintains contact with client at an executive level, focusing on the strategic nature of the relationship
  • Identify and refer gaps in client experience
  • Work with the Country Management and Strategic Account Management organization to ensure mapping of key users and 3rd Generation users
  • Ensure the timely and successful delivery of our solutions according to client needs and objectives
  • Work with the CS and Support Organization (RM-CS interlock) to ensure ideal Service experience
  • Keep abreast of new products/services, maintain comprehensive knowledge of applicable products/services and company policies and procedures.
  • Experience within the banking risk
  • Proven work experience as an Account Manager, Key Account Manager, Sales Account Manager, Junior Account Manager or relevant role
  • Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
  • Proven knowledge to represent the enterprise's entire range of products to the client and of the industry
  • Proven track record in client relationship management and/or the sales of technology products and services
    Competence (know-how):
  • Experience Required
  • Customer relations
  • Ability to think logically under pressure
  • Prioritization
  • Team work and Collaboration
  • Conflict management
  • Willingness to change the status quo