Manager - Key Accounts

KEY ACCOUNT MANAGEMENT

HyperVerge Fintech Platform
Location: Bangalore, Mumbai, Delhi

MISSION

HyperVerge Inc. is a fast-growing AI company started by IITians with offices in Palo Alto, Irving, Bangalore and Ho Chi Minh. Leading Consumer Lenders, Telcos and Financial Services companies use HyperVerge’s Fintech Platform for customer on-boarding, identity verification, fraud check and other services. HyperVerge currently helps client onboard 15M customers every month (~1% of India’s population)

As part of our rapid growth plan, we are looking for dynamic and ambitious Key Account Managers (KAMs) to sustain and expand relationships with our strategic accounts.

This role involves spending significant time at the client site to learn about the client’s business problem, managing relationship with CXOs and other key stakeholders in the process, getting the necessary approvals from various departments and delivering the promised business impact using our product.

The incumbent will be responsible to grow the annual recurring revenue from our key accounts by $500K by maintaining and expanding relationships with significant clients.

OUTCOMES - FIRST YEAR

Goals
  1. Developing a deep understanding of HyperVerge technology and products within the first month
  2. Scaling the Monthly Recurring Revenue (MRR) in every account as per the given quota every 6 months

Responsibilities
Taking complete ownership of the 3-5 assigned key accounts and drive greater and deeper adoption of HyperVerge technology by
  • Proactively discovering valuable and critical client problems and developing a deep understanding of them
  • Creating a precise business plan for the identified opportunities - value of the problem, scalability of the potential solution etc.
  • Working with the internal product teams to create a solution proposal and demonstrate the solution with clear business impact
  • Working with the client to conduct necessary accuracy tests, on-field tests, stress tests, business impact measurement tests to ensure that we identify and rectify problems as early as possible
  • Driving the deal to closure through active sales - commercial negotiations, legal contracts 
  • Consistently addressing consumer concerns and offering clear and concise responses to their queries and build trust in the process, thus ensuring sustainable growth in billing and quota attainment 
Create a comprehensive relationship map for each of the key accounts by defining clear objectives of the client partnership
Cultivate relationships with executive level decision-makers and strive to become a trusted advisor and a partner at your named accounts 

Personal Competence Building
  1. Focus on personal competence building across all stages of account management. Constantly learning better ways to discover problems, manage key accounts, build trust and deeper relationship, negotiate and close deals, etc.
  2. Training and Developing teams of ‘A-players’ which can operate independently and deliver high performance in the domain/geography.
  3. Find 2 excellent mentors in a period of 6 months for advice on scaling, product, sales etc.
  4. Share and build a best-practices knowledge base to share with current and future team members

PREREQUISITES 
  1. Prior experience in managing a major account (ACV of $250K) or territory sales. 
  2. Proven track record of over-achieving quota 
  3. Experience working closely with C-level / SVP-level executives 
  4. Excellent written and verbal communication skills are a must. 
  5. Very strong fluency in Microsoft Office suite (Excel, Word, PowerPoint, etc.) - you will be required to create presentation decks for top management, drive internal buy-ins through presentations etc.
  6. Good to have
  • Operating in the financial services industry
  • Deep understanding of business processes, customer journeys and client pain-points in consumer lending and other financial services companies
  • Product thinking to resolve the customer pain points
  • Proficiency in financial analysis 

COMPETENCIES

Means business
  • Understands clearly what it takes to generate New Revenue - identify problem, propose solution, generate interest, and is energized by (at least not afraid of) difficult situations, conversations, negotiations, conflict, rejection, etc.
  • Competitive and result focused

Mapping Stakeholders and Building Relationship
  • Has the ability to identify and map critical stakeholders within the key account.
  • Has the ability to become an indispensable part of the structure of the strategic account’s organization by continuously adding value
  • Needs to have superior influencing skills and enormous energy levels.

Domain Knowledge and network

  • Good track record of account management or territory sales to the Financial Services industry
  • Knows decision makers and has a working relationship across organizations in the industry
  • In-depth understanding of one of these -  lending, insurance, securities, credit cards or mutual funds and has an understanding of the critical industry problems 

Analytical and Problem-Solving Skills

  • High grasping power - Quick to understand and absorb qualitative or quantitative data and draw insightful conclusions from it
  • Strong attention to detail - does not let important details slip through the cracks

Learning

  • Intellectual curiosity - loves to ask questions and is genuinely interested in learning the client's needs
  • Enthusiastic about learning and trying new approaches, best practices, and ideas and not overly attached to what has worked in the past
  • Does not carry around a big ego and ready to collaboratively learn with the team


WHY HYPERVERGE?

Be at the cutting-edge of technology
HyperVerge is among the top AI teams in the world with accuracies that surpass giants such as Amazon and Microsoft. It is a result of an amazing set of people who have the right attitude when it comes to solving challenging problems and have the necessary aptitude to solve them. This is what enables HyperVerge to stand as a profitable, financially independent, fast growing and contributing organization
 
Support for Inner Wellbeing
Most of the founding members daily practice some form of yoga/meditation. Work on one’s inner wellbeing is given a very high priority and the team is sensitive to the support an individual needs for such a lifestyle. Overall growth of individuals is always the most important priority
  
Challenges and Growth
A tremendous number of challenges lie ahead in converting a team of promising young people to an amazing organization over the next few decades. There will be no shortage of excitement. Every teammate, client win, revenue dollar, accuracy improvement, engineering improvement, product improvement, new country served is hard-earned and celebrated.

 ABOUT US

HyperVerge, Inc. is a Silicon Valley based deep-learning startup funded by NEA, Milliways Ventures, and Naya Ventures. HyperVerge has developed patent-pending technology for real-time analysis of images and videos obtained from sources such as satellites, surveillance cameras, and documents. Our models lead the market with top accuracy values on many important data-sets and are optimized for deployments in low bandwidth environments. Deep-learning networks built by HyperVerge are powering applications for large enterprise clients in Financial Services, Defense, Energy and Security.
 
Links - Website, YouTube, Blog 

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