Enterprise Key Account Executive

1 month ago

Old Toronto, Canada Nest Wealth Full time

About the Role


We are seeking a highly motivated and experienced Enterprise Key Account Executive to join our team at Nest Wealth. As a key member of our sales team, you will be responsible for developing and executing strategies to grow our enterprise client base and drive revenue growth.


Your primary focus will be on maintaining and developing existing business relationships with our enterprise clients, identifying new business opportunities, and formulating and implementing account plans to drive growth and revenue.


Your Key Responsibilities



  • Develop annual account plans for each assigned enterprise client, identifying account-based goals and providing a full understanding of the strengths, weaknesses, opportunities, and threats within the account.
  • Identify growing and building new sales pipeline opportunities, managing opportunities in the pipeline, and coordinating internal teams to progress and close the opportunity, including new products and solutions.
  • Highlight opportunities to the Nest Wealth and Customer Success team for matching clients' future needs with Nest Wealth's products and solutions.
  • Work closely with the Nest Wealth and Customer Success team and collaborate with them for positive and profitable renewal and upsell opportunities.
  • Act as the primary liaison for the relationship with client C-level/senior leadership and provide updates on key initiatives and developments as needed. Organize introductions and meetings between key clients and Nest Wealth stakeholders.
  • Communicate and engage on a regular basis and in an informative manner to ensure effective teamwork across Nest Wealth.
  • Negotiate commercial proposals and service contracts according to the internal standards in collaboration with the Nest Wealth Legal Department.
  • Regularly present the Group's value proposition to key client organizations and maintain awareness of current and planned development of products and services to ensure clients are aware of the Group's position in the market.
  • Maintain robust relationships with clients. Network with stakeholders at various levels of the client organization and deeply understand the client's unique business opportunities and needs.
  • Establish and maintain C-level relationships and introduce Nest Wealth to senior executives, to develop and expand these relationships horizontally and vertically within the assigned account.
  • Build new relationships with executives who will decide/influence decisions.
  • Maintain accurate sales records and other information on each client in the Group's CRM.

Requirements



  • Strong communication and presentation skills are a must and essential to the role.
  • You must possess excellent analytical skills and be able to think creatively. This will help you innovate strategies to improve the revenue figures. These same skills, along with a good dose of empathy, will assist you in identifying new opportunities with each Enterprise client and understanding their needs.
  • Bachelor's degree required (Master's degree preferred).
  • 10+ years of experience in Wealth Management, Asset Management, and Custody/Securities Services.
  • Solid understanding of Digital Finance Solution, Front-office, Middle Office, and Back-office platforms, and Investor Communications.
  • 8 to 10 years of experience in a Sales Executive role with Enterprise clients or equivalent.
  • Well-connected in the Canadian financial institution market.
  • Consistent track record of results against quotas.
  • Outstanding communication, facilitation, and problem-solving skills.
  • Highly effective negotiation skills.
  • The ability to work in a fast-paced, high-pressure environment.
  • Ability to travel (up to 50%). Able to communicate effectively across many different cultures; sensitive to cultural differences in ways of doing business.
  • Strong abilities in proposal management, preparing and presenting complex solution proposals, responding to RFI/RFP.
  • Have a strong background in complex commercial and contract negotiation.
  • Influential: Be able to influence and steer clients and spot opportunities to help.
  • Be truly passionate for clients - fanatical about getting them the right outcomes and becoming their advocate and partner.
  • Have a strong team spirit and ability to work effectively in collaboration with others, coordinating across teams and building consensus. (We're globally dispersed)
  • Independent, self-driven mentality is a must.

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