The Role
Drive revenue growth and client retention for assigned wealth-management accounts by developing account plans, managing renewals, upsells/cross-sells, negotiating contracts, owning pipeline, coordinating internal teams, and building senior client relationships to ensure satisfaction and long-term expansion.
Summary Generated by Built In
Building on more than 30 years of business expertise, Objectway is an international wealth, banking and asset management software provider empowering clients to embrace their future challenges while providing great performance today. The Group is a future-proof technology player with a well-established track record in the financial services industry and over €100 million of consolidated revenue. The Group is a global Top 100 fintech provider (IDC ranking), whose clients include 200+ leading Wealth Managers, Banks, Asset Managers, Fund Managers, Insurers and Outsourcers in more than 15 countries. With over 800 professionals operating from Italy, UK, Belgium, Germany, Switzerland and Ireland, the Group serves clients in 4 continents, supporting approximately 100,000 investment professionals to manage more than €1 trillion in assets.
To strengthen our team in the UK we are currently looking for a:
ACCOUNT MANAGER
About the Role
Objectway Ltd is searching for a candidate as an Account Manager to join the UK Business Development & Account Management team in London. The ideal candidate must be a passionate individual with a strong sales and technical background who thrives in a fast-paced, client-centric, and entrepreneurial environment. The candidate must be highly motivated, results-oriented and with a proven track record of exceeding targets.
Responsibilities include maintaining and developing existing business and finding, developing, and closing new business opportunities within assigned client accounts to retain and grow Objectway’s revenues. The candidate will be responsible for executing account plans for each assigned client supported by a talented team of Client Success Managers and Solution Engineers. Together, they will work towards fostering and enhancing mutually beneficial relationships with the clients.
What the candidate will do as an Account Manager
The purpose of this role is to drive revenue growth by developing the business with the assigned clients developing strong relationships to ultimately ensure the success and satisfaction of the clients. The ideal candidate will be responsible for:
• Understanding the clients’ business.
• Developing annual account plans for each assigned key client, identify account-based goals and provide full understanding of the strengths, weaknesses, opportunities, and threats within the account.
• Handling renewals and generate up-selling opportunities related to existing business and developing cross-selling opportunities matching key clients’ needs with Objectway’s products and solutions.
• Acting as primary contact person for client senior leadership and provide updates on key initiatives and developments as needed.
• Originating and managing pipeline opportunities and coordinate internal efforts to progress and close these opportunities.
• Engaging regularly and in an informative manner to ensure effective teamwork across Objectway.
• Negotiating commercial proposals and service contracts according to internal standards in collaboration with the Legal Department.
• Presenting Objectway’s value proposition to key clients and maintaining a constant awareness of product roadmaps and services to ensure clients are aware of Objectway’s positioning in the market.
• Nurturing relationships with clients through networking at various levels within the client’s organisation, and growing relationships with stakeholders.
• Maintaining accurate sales records, and other information on each client on the Objectway BizDev Portal and CRM.
• Staying up to date with the latest industry trends and news.
• Understanding the clients’ business.
• Developing annual account plans for each assigned key client, identify account-based goals and provide full understanding of the strengths, weaknesses, opportunities, and threats within the account.
• Handling renewals and generate up-selling opportunities related to existing business and developing cross-selling opportunities matching key clients’ needs with Objectway’s products and solutions.
• Acting as primary contact person for client senior leadership and provide updates on key initiatives and developments as needed.
• Originating and managing pipeline opportunities and coordinate internal efforts to progress and close these opportunities.
• Engaging regularly and in an informative manner to ensure effective teamwork across Objectway.
• Negotiating commercial proposals and service contracts according to internal standards in collaboration with the Legal Department.
• Presenting Objectway’s value proposition to key clients and maintaining a constant awareness of product roadmaps and services to ensure clients are aware of Objectway’s positioning in the market.
• Nurturing relationships with clients through networking at various levels within the client’s organisation, and growing relationships with stakeholders.
• Maintaining accurate sales records, and other information on each client on the Objectway BizDev Portal and CRM.
• Staying up to date with the latest industry trends and news.
What the candidate will bring
• Track record of exceeding sales quotas, showcasing a self-driven and results-oriented approach.
• Gravitas and charisma to represent Objectway with the highest degree of advocacy and professionalism.
• Wealth management business knowledge and experience.
• Understands the landscape, and the value chain of wealth management firms.
• Industry expertise including the major players in wealth-tech/reg-tech financial services.
• Consultative and process-driven, underpinned by remarkable communication abilities.
• Proficient in managing relationships with key stakeholders at all organisational levels.
• Identify clients' challenges and match these to offer appropriate solutions.
• Collaborate with Marketing, Professional Services, Product Management and Technical Solutions.
• Good user of Microsoft-Office, Excel and Power Point in particular.
• Gravitas and charisma to represent Objectway with the highest degree of advocacy and professionalism.
• Wealth management business knowledge and experience.
• Understands the landscape, and the value chain of wealth management firms.
• Industry expertise including the major players in wealth-tech/reg-tech financial services.
• Consultative and process-driven, underpinned by remarkable communication abilities.
• Proficient in managing relationships with key stakeholders at all organisational levels.
• Identify clients' challenges and match these to offer appropriate solutions.
• Collaborate with Marketing, Professional Services, Product Management and Technical Solutions.
• Good user of Microsoft-Office, Excel and Power Point in particular.
Skills and Qualifications
As the candidate will be primarily involved in sales and maintaining client relations, strong communication skills are a must. Skills in creating and presenting product or service presentations are also essential. The ideal candidate must possess excellent analytical skills and be able to think creatively. This will help them innovate strategies to improve the revenue figures. These same skills, along with a good dose of empathy, will assist them in identifying new opportunities with each client and understanding their needs.
In addition, the ideal candidate should possess the following qualities:
In addition, the ideal candidate should possess the following qualities:
• Bachelor’s degree required (Master’s degree preferred).
• Experience in wealth management.
• Solid understanding of Digital Solution, Front-office, Middle Office, and Back-office platforms, and Investor Communications.
• Experience in a Sales Executive or equivalent
• Ability to effectively navigate and maintain relationships at senior levels within complex organisations.
• Connected in the UK financial services sector.
• Consistent track record of results against quotas.
• Outstanding communication, facilitation, and problem-solving skills.
• Effective negotiation skills.
• Ability to work in a fast-paced, high-pressure environment.
• Willingness to travel (up to 50%).
• Able to communicate effectively across many different cultures; sensitive to cultural differences in ways of doing business.
• Ability in proposal management, preparing and presenting complex solution proposal, responding to RFI/RFP.
• Background in complex commercial and contract negotiation.
• Able to influence and steer clients and spot opportunities to help.
• Passionate for clients - fanatical about getting them the right outcomes and becoming their advocate.
• Strong team spirit and ability to work effectively in collaboration with others, coordinating across teams and building consensus.
• Experience in wealth management.
• Solid understanding of Digital Solution, Front-office, Middle Office, and Back-office platforms, and Investor Communications.
• Experience in a Sales Executive or equivalent
• Ability to effectively navigate and maintain relationships at senior levels within complex organisations.
• Connected in the UK financial services sector.
• Consistent track record of results against quotas.
• Outstanding communication, facilitation, and problem-solving skills.
• Effective negotiation skills.
• Ability to work in a fast-paced, high-pressure environment.
• Willingness to travel (up to 50%).
• Able to communicate effectively across many different cultures; sensitive to cultural differences in ways of doing business.
• Ability in proposal management, preparing and presenting complex solution proposal, responding to RFI/RFP.
• Background in complex commercial and contract negotiation.
• Able to influence and steer clients and spot opportunities to help.
• Passionate for clients - fanatical about getting them the right outcomes and becoming their advocate.
• Strong team spirit and ability to work effectively in collaboration with others, coordinating across teams and building consensus.
What we offer:
Permanent Employment
A challenging and progressive position within an international work environment
What’s next
Please note that first interviews are mainly held virtually. Second or third stage might be arranged at our premises.
Candidates who are successful in the recruitment process will be asked to consent to a pre-employment screening as part of the final steps.
Equality Policy:
We are an equal opportunities employer and we welcome applications from all suitably skilled or qualified applicants, regardless of their race, sex, disability, religion/beliefs, sexual orientation or age.
Skills Required
- Bachelor's degree
- Master's degree
- Experience in wealth management
- Proven track record of exceeding sales quotas
- Experience as a Sales Executive or equivalent
- Knowledge of digital solutions and front-office, middle-office and back-office platforms
- Experience with investor communications
- Experience managing senior-level stakeholder relationships
- Experience in proposal management and responding to RFI/RFP
- Background in complex commercial and contract negotiation
- Proficient user of Microsoft Office, especially Excel and PowerPoint
- Experience using CRM and maintaining accurate sales records
- Connected in the UK financial services sector
- Willingness to travel up to 50%
- Outstanding communication, facilitation, and problem-solving skills
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The Company
What We Do
Objectway is a global Top 100 FinTech provider in the banking, wealth, and investment management software industry. It provides a digital end-to-end 'Solution-as-a-Service' platform for banks, wealth managers, and asset managers, supporting their digital transformation through modular front-to-back office software. With over 30 years of experience, it empowers financial institutions to optimize their business and enhance operational efficiency.
