Senior Account Manager
WFA Digital Insight
The demand for experienced account managers in the BSS sector is on the rise, with a 25% increase in job openings in the past year. As the industry continues to evolve, companies like Kansys Inc are looking for skilled professionals who can drive growth and build strong relationships with clients. With the remote work trend gaining momentum, candidates with a strong understanding of BSS domains and excellent communication skills are in high demand. Before applying, candidates should be aware of the company's focus on innovation and customer satisfaction, as well as the importance of staying up-to-date with industry trends and competitor offerings.
Job Description
About the Role
The Senior Account Manager role at Kansys Inc is a key position that requires a deep understanding of the BSS industry and the ability to build and maintain strong relationships with clients. As a senior account manager, you will be responsible for managing a portfolio of existing clients, identifying new business opportunities, and driving growth through upselling and cross-selling. You will work closely with the sales, marketing, and product teams to develop and execute strategies that meet the needs of clients and drive revenue growth.The role involves a 70/30 split between account management and new business development, requiring both relationship depth and a hunter mindset. You will need to have a solid understanding of the end-to-end software sales cycle, including technical aspects such as integration and architecture fundamentals, cloud and deployment models, and commercial/monetization frameworks.
Kansys Inc is a leading provider of BSS solutions, and as a senior account manager, you will be working with a range of clients across the telecom, financial services, hospitality, and other industries. You will need to be able to understand the unique needs and challenges of each client and develop tailored solutions that meet their requirements.
What You Will Do
- Manage a portfolio of existing clients, identifying opportunities for upselling and cross-selling
- Develop and sustain trusted relationships with C-level executives, procurement teams, and technical decision-makers
- Collaborate with the sales, marketing, and product teams to develop and execute strategies that meet the needs of clients and drive revenue growth
- Lead discovery sessions with prospects on BSS architecture, covering integration points, cloud deployment options, APIs, and key functionalities
- Drive RFP/RFI responses and proposals, leading pricing discussions and contract negotiations
- Develop and present quarterly business reviews, working closely with operations to present performance metrics, project progress, and roadmap priorities
- Identify and develop business cases for software upgrades, new projects, and paid service engagements
- Stay up-to-date on BSS market trends, competitors' offerings, and customer needs
- Maintain an accurate and updated sales pipeline and forecasts using CRM tools
- Travel as required to meet with clients and attend industry events
What We Are Looking For
- 12+ years of enterprise sales experience, preferably in BSS, OSS/BSS, or enterprise turnkey software/SaaS
- Proven track record of selling complex, high-value software solutions to enterprises
- Strong understanding of BSS domains such as billing, charging, CRM, customer experience, digital services, orchestration, and automation
- Experience managing long sales cycles and multi-stakeholder buying processes
- Excellent communication, presentation, negotiation skills, and familiarity with CRM and sales metrics
- Familiarity with types of APIs, data formats, and common integration scenarios
- Comfortable engaging with both business and technical audiences
- Willingness to travel as required
- Strong understanding of Excel and other sales tools
Nice to Have
- Experience selling to key accounts
- Knowledge of cloud deployment options and APIs
- Familiarity with BSS market trends and competitors' offerings
- Experience working with CRM tools and sales metrics
Benefits and Perks
- Competitive salary and benefits package
- Opportunity to work with a leading provider of BSS solutions
- Collaborative and dynamic work environment
- Professional development opportunities
- Flexible working hours and remote work options
- Access to the latest sales tools and technologies
- Recognition and reward for outstanding performance
How to Stand Out
- Tip: Make sure to highlight your experience with BSS solutions and your ability to build strong relationships with clients.
- Tip: Familiarize yourself with Kansys Inc's products and services, and be prepared to discuss how they can meet the needs of clients.
- Tip: Use specific examples to demonstrate your sales skills and experience, and be prepared to discuss your approach to upselling and cross-selling.
- Tip: Emphasize your understanding of the BSS industry and your ability to stay up-to-date with market trends and competitors' offerings.
- Tip: Be prepared to discuss your experience with CRM tools and sales metrics, and how you have used them to drive sales growth.
- Tip: Show enthusiasm and passion for the role and the industry, and be prepared to discuss your long-term career goals and how they align with Kansys Inc's vision and mission.
This is a remote position listed on WFA Digital, the platform for professionals who work from anywhere. Browse more remote jobs across all categories.