Enterprise Sales Manager- SaaS - Farming

5-10 years
a month ago
Job Description

About Vymo

Vymo is among the fastest growing enterprise SaaS startups in the world. In plain speak, our deal sizes are in 6 or 7 figures and what we do isn't just convenient, it is critical to our customers.

Gartner recognizes Vymo as a Representative Vendor in the Sales Engagement Market Guide and by Forrester in the 2022 Wave report on sales engagement platforms. Vymo has raised over $45M in funding from Sequoia Capital, Emergence Capital, and Bertelsmann India Investments and is also a winner of CB Insights Demo Day and Microsoft's AI for All awards.

For instance, if you turn off Vymo for a day - you halt business as usual for Asia's largest Insurer, the 5th largest bank in the world, and 60 other large enterprises that depend on Vymo to enable salespeople and delight customers.

Customers don't just buy our products off the shelf. It isn't a see-click-buy-use experience, but a consult-solution-contract-deploy experience with significant investment from both sides. Our destinies are tied inextricably. And with great power comes great responsibility. So, we don't just hire people who can hack, break, or ship, we hire folks who can tinker, iterate, and solve meaningfully for our customers. And also, for us.

Do you thrive on consulting closely with large enterprise clients on their core business objectives Are you looking for truly fascinating and inspiring work, where you will work alongside an amazing team, harnessing the power of an extraordinary product, for a company with unlimited growth potential

If the answer is yes, then look no further.

Success in this position requires the candidate to be a ninja at managing relationships, execute programs, set goals and metrics, track and ensure progress.

As an an an Account Manager, you will shape and drive end-to-end sales transformations for our largest Insurance customers in India and empower them to reach their digital business outcomes. You will be expected to identify and implement changes required for the same and will be the change catalyst to drive these changes. You will be required to work across the Vymo Account Team (an an Account Managers, Customer success Managers, Project Managers, Solutioning, Presales, & Delivery) and client leadership teams to improve customer satisfaction (health score), retention and expansion of Vymo's footprint across the organization. You will maintain a single-minded focus to ensure the Account is extracting the most value out of their Vymo investment and efforts of all Account Team personnel assigned to the account are coordinated and reported regularly to internal and customer executives. You will be responsible for setting customers up for success from the very beginning of a sales cycle and orchestrating and program-managing the success plan in each phase of the customer lifecycle thereafter.

Your leadership style is human-centric and you know that the best solutions are co-created by engaged and empowered teams. You have successfully navigated the, often sophisticated, relationships between Lines of Business and IT - you know how to bring out the best in our Customers as a player and coach.

Key Responsibilities

  1. As an an Account Manager you are responsible for orchestrating and influencing a multi-disciplinary team to maximize impact for customers throughout the entire lifecycle and achieve account goals - Account Health Metrics & Success KPIs (Adoption, CSAT, NPS), Account Profitability, and Revenue growth. Key focus area will be to develop a strategy for the account that identifies its critical success factors, measurable milestones, potential obstacles and recommended plan of action; and in the process create a repeatable and scalable processes to enable 10X growth
  2. Working with PreSales, Customer Success and Product Team, you will be responsible for upsell and cross sell, Perform rapid assessment of landscape for clients and provide insights to accelerate action towards refining their current state. Discover the new use cases for the customer through strategic value based selling, business case definition, ROI analysis and cross channel references.
  3. Keep up with the trends in the industry and platform capabilities of the competition; Educate customers on sales tech landscape and provide best practices to optimize the consumption of Vymo; Utilize customer data and metrics to gain insights into customer behavior, preferences, and satisfaction levels and accordingly help define course of action to influence the said metrics. Bring back customer captured intelligence to Vymo product, strategy, and services team to improve Vymo products and services
  4. Build, maintain and leverage strong relationships with Decision Makers (Business and IT) to influence solution adoption, create strong support for new opportunities and to secure their willingness to advocate on Vymo's behalf.
  5. Ensures that Vymo launches and implementations are delivered to meet client expectations: Tracks and resolves key client issues in a proactive manner and manage expectations internally and externally; Implements and improves internal and external program governance processes example - planning workshops and program steering committee meetings
  6. Develop and implement a comprehensive customer success strategy aligned with the company's goals and objectives - by clearly defining the business outcomes and the success plan to achieve the same along with orchestration needed by Internal & External stakeholders; Partner with customer C-level to co-align.
  7. Where appropriate and required for the Account Success, providing direct oversight to the project team during the full lifecycle of the engagement, acting as the escalation point for both the customer and Vymo delivery teams
  8. Learn about each channel's business priorities and review channel / customer metrics to gain a deeper understanding of account health, drawing conclusions while identifying trends and potential risks, while driving value conversations with customers
  9. As a people leader, you lead with purpose and are able to rally the multidisciplinary team to common purpose. You are effective in setting goals, defining priorities, managing performance and driving engagement and development of the team.

About You -

  • You have 10+ years in leading customer-facing organizations, with a proven track record of driving customer success and revenue growth, ideally in a Customer Success, Program Management, Account Management or Consulting role. At least 5 years of experience in a leadership or management position, leading and mentoring teams.
  • You have a deep understanding of the Financial Services industry and digital transformation, especially with large Financial Services organizations
  • You have a track record of deeply understanding products and how they deliver value to complex customers with large employee bases
  • You are Client-Obsessed: You live for your clients, know their businesses inside out from strategic objectives to organizational structures. And network at the highest possible levels across your portfolio to ensure there is appropriate executive level engagement
  • You are consultative and are able to navigate the complexities and needs of clients across industry and lifecycle with the ability to apply your expertise contextually
  • You have a proven ability to guide, lead and coach client leadership/project teams across the lifecycle of complex programs and strategic initiatives
  • You have the capability to recognize complicated customer and internal relationships and navigate win/win outcomes for multiple stakeholders.
  • You have the ability to mobilize and inspire a diverse and geographically dispersed Vymo Account Team to drive successful business outcomes for the customer.
  • You are a teacher at heart with the ability to distill technical or complex systems into simpler concepts to empower customers
  • You exhibit thought leadership and genuine curiosity of Digital Trends and emerging technology; Analytical mindset with the ability to analyze data, identify trends, and make data-driven decisions.
  • You are a self-starter-- willing to put fingerprints on the work.
  • You have excellent communication skills. Remember communication is not what you say but what other people understand.
  • You have the ability to thrive in a fast-paced, unpredictable environment
  • You are a resourceful and creative problem solver, never losing sight of the why behind the what

JOB TYPE

Industry

Other

Function

Skills

Consultative
Analytical Mindset
Business Case Definition
Metrics
Data-Driven Decisions
Customer Behavior
Employee Bases
Fast-Paced
Client-Obsessed
Sales Tech Landscape
Emerging Technology

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