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Account Manager - Trenton, United States - Iris Software
Description
About IRIS Software Inc.IRIS Software Inc. ) has a proven legacy of over 3 decades in helping our enterprise clients thrive with technology-enabled transformation across Banking, Financial Services, Insurance, Life Sciences, Healthcare, Professional Services, Manufacturing, Transportation, and Logistics sectors.
Our services cover core, complex, mission-critical Application and Product Engineering, Data and Analytics, Cloud Engineering, DevSecOps, Quality Engineering, UX transformation, and Business Automation.
With over 4,300 associates across India, U.S.A, and Canada, our vision is to be our client's most trusted technology partner and the first choice for the industry's top professionals to realize their full potential.
We have been recognized with New Jersey's Top Workplace Award in 2023.We are also ranked among India's Top 50 Best Workplaces for Millennials 2023 by the Great Place to Work Institute (India).
Role OverviewIRIS Software Inc. is seeking experienced
Account Manager
to join its growing Enterprise Services business unit and
manage existing relationships and drive new revenue within the Life and Annuities Insurance sector.
The role is mandated with rapid business expansion within their assigned account/s and responsible for managing and growing P&L in terms of top line and bottom line to achieve targeted results.
They are accountable for positioning, selling, and delivering new service offerings and solutions and act as an advisor for project structures, conceptualizing ideas that are underpinned by the latest trends and regulatory needs of the industry.
Key ResponsibilitiesEstablish and grow relationships within Iris's strategic accounts at the business owner and C-suite levels by demonstrating a thorough understanding of the customer's business and Iris' service offerings.
Assists Iris's customers with dynamic industry trends and requirements.Customize industry-prevalent engagement models to suit client requirements and deliver engagements on a multi-year roadmap. These include staff augmentation, managed capacity, managed services and business/ IT outcome-based models
Identify and qualify opportunities for upselling and cross-selling services to expand Iris's footprint.
Creates opportunities to engage with client stakeholders in domain and technology-specific dialogue to promote IRIS's business interests and image as a thought leader
Experience in being a "Hands-on" Primary Account Engagement Owner with both breadth and depth knowledge. Success in driving client engagement as a single point of contact.
Successful experience in understanding customers' business strategies and technical roadmaps and driving alignment between strategic investments and solution roadmaps
Successful experience in building relationships at all levels within customer organization
Build account plans and maintain and exceed account targets, communicate account strategies, project pipeline, and client strategic direction to internal stakeholders
Engineer deals and run the sales cycle by guiding the presales/ delivery teams
Prepare sales proposals, drive detailed estimates handle escalations, and negotiate with customers, as required
Develop and execute an account plan to grow the relationship footprint and create new opportunities to best position IRIS in a competitive landscape
Update the management frequently on the potential risks/ issues and opportunities in an account.
Provide a single escalation point for all delivery issues from the team, client stakeholders and Iris's stakeholders
Understands all aspects of Account Management, including but not limited to forecasting, account planning, account governance, growth, etc.
Required Skills and Experience
8-15 years of enterprise consulting delivery and sales and/or executive account management in the IT services industry with proven client relationship skills at the highest levels within customer organizations.
Must have managed Insurance sector clients for 5+ years; experience in the Life and Annuities sector preferred.Demonstrated ability to manage multiple client accounts simultaneously.
Understands the nuances between professional services and project-based business
Proven revenue attainment history in selling enterprise software services solutions
Acumen to understand clients' challenges, and strategy and to keep up with regulatory imperatives
Market savvy with well-developed negotiating and closing skills
Ability to perform the role of a leader and act as a "trusted" advisor
Ability to work efficiently across multi-disciplinary teams with competing priorities
Organized, self-motivated, hard-working problem-solver who can identify and define appropriate objectives and work independently toward achieving those objectives.
Excellent presentation and communication skills. Can demonstrate storytelling capabilities.
Bachelor's degree in Business or IT required, MBA preferred.
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