Azentio - Head - Account Management

About Azentio:

- Azentio Software incorporated in 2020 at Singapore, has been carved out of 3i Infotech, Candela Labs, Beyontec Technologies and Path Solutions.

- Azentio Software provides mission critical, vertical-specific software products for customers in banking, financial services and insurance verticals and includes key products such as KASTLE- (Universal Lending), AMLOCK- (Anti-Money Laundering & Compliance software suite), PREMIA- Astra (Core Insurance software), ORION- (Enterprise Resource Planning software) and MFUND Plus- (Asset Management platform).

- Azentio has over 800 customers in more than 60 countries, with a team of over 2,300 employees across offices in 12 countries (and growing) globally and is wholly owned by Funds advised by Apax Partners.

- Azentio offers a comprehensive range of products - serving core operations to modern digital needs - for the financial services industry.

- Our deep domain knowledge and solutions in financial services extend across insurance, retail and corporate lending, Islamic Banking, anti-money laundering and asset management.

- In addition, Azentio proudly serves mid-market enterprises across the Middle East, Africa, Asia Pacific, and India with a comprehensive ERP solution.

- At Azentio, we believe that growth is a continuous journey. We believe that each step of this journey must be taken by committing to excellence excellence in our products, our services, our ideas, and our people.

Job Title: Head of Enterprise Account Management.

Years of Experience: 12 - 15 years

Location: Bangalore

Role Summary:

- We are seeking a dynamic and results-driven Director of Account Management to lead our account management team of Emerging Business Group.

- This role is pivotal in ensuring the growth and retention of our client base through renewals, upselling, and cross-selling.

- The ideal candidate will have a strong sales acumen, proven track record of exceeding targets, and the ability to mentor and manage a team effectively.

What will you do?

- Build and maintain strong, long-lasting relationships with clients, ensuring their needs are met and expectations exceeded.

- Drive the renewal process, ensuring high client retention rates and proactively addressing any concerns or issues.

- Identify and pursue opportunities for upselling and cross-selling to existing clients, increasing overall account value.

- Demonstrate strong sales skills, with the ability to close deals and achieve revenue targets consistently.

- Manage and mentor a team of account managers, providing guidance, training, and support to help them achieve their goals.

- Set and monitor team and individual performance metrics, ensuring targets are met and exceeded.

- Establish key performance indicators (KPIs) and key result areas (KRAs) for the team, aligning with the sales leader and sales operations team to ensure cohesive objectives and targets.

- Develop and implement strategies for account expansion and client satisfaction.

- Oversee and manage the ARR, ensuring consistent growth and identifying opportunities for increased revenue.

- Monitor and enhance customer satisfaction scores, implementing initiatives to improve client satisfaction and loyalty.

- Provide strong leadership to the account management team, fostering a culture of high performance, accountability, and continuous improvement.

- Provide regular reports on account management activities, performance metrics, and client feedback to senior management.

- Utilize analytics to inform strategic decisions and improve processes.

- Develop accurate forecasts for account renewals, upsells, and overall revenue, ensuring alignment with company financial goals.

- Work closely with sales operations to streamline processes, ensure data accuracy, and enhance overall sales effectiveness.

What skills required?

- Degree in business, Sales or Marketing, or a related field.

- Minimum of 12 years in account management, sales, or a related field, with at least 5 years in a leadership role.

- Previous experience in the enterprise software industry and B2B environments.

- Strong sales and negotiation skills.

- Excellent communication and interpersonal skills.

- Proven ability to manage and mentor a team.

- Strong analytical and problem-solving skills.

- Process-driven with exceptional attention to detail.

- Goal-oriented and self-motivated.

- Ability to thrive in a fast-paced and dynamic environment.

- Strong organizational skills and attention to detail.

- Ability to guide and enhance team performance.

What we Aim for?

- Azentio aims to be the leading provider of Banking, Financial Services & Insurance (BFSI) & Enterprise Resource Planning (ERP) software products in Asia Pacific, Middle East & Africa & United States.

We will achieve this by:

- Providing world class software products, built on the latest technologies.

- Providing best in class customer service, built on a deep understanding of our domains and local nuances.

- Being an employer of choice, attracting high quality talent.

- Achieving top quartile growth and margins.

Azentio Core Values:

- We work as one, Collaborate without boundaries, and win together.

- We work with Uncompromising Integrity and Accountability.

- Customer is at the core of all that we do.

- We are Diverse and Inclusive.

- We treat our people, our customers and our wider community with Respect and Care.

- We Innovate, we Excel and we Grow Together.

- We Give Back to our communities through our business and our people- .

- We take Pride in all that we do and together we Enjoy the journey.