Account Manager at Electrum

Description

Electrum is an exciting B2B tech company working with some of South Africa’s biggest household names. We love that the projects we work on touch the lives of millions of South Africans every day, making a real difference – whether that’s giving an aspiring businesswoman access to banking for the first time, or distributing government financial aid to thousands of students.

The Opportunity

We are growing a world-class sales team to support the expansion of our enterprise SaaS offering and we’re looking for an Account Manager to join us to manage client relationships and grow their investment, as well as to advance our strategic account footprint. Having onboarded multiple new enterprise accounts in the last year coupled with the continuous expansion of our existing accounts, we are achieving triple-digit growth and are in our rapid growth phase. In this role, you will navigate complex B2B sales cycles within the financial services landscape to strategically grow our Value-Added Services and Payments business at tier one banks, retailers and mobile network operators. Your responsibility will lie in building new revenue streams through targeted new logo acquisitions while expanding our existing enterprise accounts. You will be based in Cape Town working within our growing Sales and Marketing team, with networking and travel opportunities both locally and internationally. Electrum has aggressive long-term aspirations and backs this with training and mentorship to grow effective teams, setting the stage for some great opportunities.

Requirements

What you’ll need

• Three to five years enterprise sales experience

• Proven track record of closing complex deals in a technical field
• Experience selling to enterprise clients, particularly within tier 1 retailer, bank and MNO environments
• An understanding of business practices backed by a relevant university degree
• Ability to position technical solutions in a business context
• Ability to navigate complex sales cycles
• Proven negotiation experience
• Going the extra mile for your customers while balancing the interests of Electrum
• Collaboration with internal and external stakeholders, a clear sense of what it means to be part of a team, and a team of teams

Increase your odds by demonstrating your

• Great communication and presentation skills
• Ability to befriend and influence client persona’s through active listening, empathy, integrity and diplomacy
• Experience in the Payment’s industry
• Self motivation

What your first six months would look like

• Build and nurture key client relationships with a multitude of personas
• Create account and opportunity plans for the short, medium and long term cross-sell and upsell of products that will expand Electrum’s partnership with customers offering additional value for both parties
• Identify challenges and opportunities our clients and prospects are facing and that can be solved with our products and solutions
• Work with the pre-sales team to help articulate and close the technical sale
• Work with marketing to identify account based marketing campaigns to help influence deals through thought leadership content
• Sales management, including negotiating contracts and agreements, pipeline and database health, etc.
• Contribute to the sales tools that will help you through the buying and sales process, such as buyer journey mapping, personas, use cases, demos and business cases, etc
• Communicate month, quarter, annual and longer term objectives with Electrum’s internal team and external clients

What your longer term business would look like

• Continue your six months plan and include the following:
• Build and close a sales pipeline of new logos by understanding your prospect’s business objectives and Electrum’s product fit, while navigating the complexities of the enterprise buying and sales process.
• Work with the sales development representative to research addressable markets and identify new sales opportunities by understanding market size, key target characteristics, persona pain points and product propositions
• Work with the product team to define development opportunities for new products aligned to our core solutions
• Work with marketing to identify outbound campaigns, develop collateral, blogs, case studies, etc. that will help advance sales and generate inbound leads, or influence deals.

Benefits

A good work-life balance is very important at Electrum. You know when your brain has switched off for the day and you need to go for a surf, but you also know when the code you have written is sloppy. At Electrum you will be expected to know when you deserve a surf and when you need to knuckle down and get the work done. For the more “knuckle down” days we make it worth your while with benefits such as:

• Company getaways
• Onsite gym and shower facilities
• Daily cooked lunches and a stocked kitchen for the mid-day nibbles
• A rad coffee station where you can practice your cappuccino foam art
• Team socialising, hikes, getaways, and dinners
• Understanding that if an emergency comes up, family comes first
• A generous leave policy, starting at 20 days per year
• Flexible work hours
• A recreational area with foosball, table tennis and fatsaks that are perfect for naps

We have created a safe, transparent environment where:

• We know mistakes happen, and that’s okay. We even have a 3 step approach to dealing with them:

1. Tell everyone about it
2. Fix mistake
3. Tell everyone about it