A GAM must have superior written and communication skills; must be able to put highly complex product and/or technical information into simple terms.
Maintain full logical and technical client business footprint globally (e.g. accounts, services, profiles, users, mailboxes and encryption protocols, file exchanges, etc.)
Point of escalation for other stakeholders supporting the client and for the client themselves on all GPS Service engagements. Take ownership to resolve cash management related client service issues and challenges as the final escalation point, working and collaborating with Implementation, Sales, RMs and Technology.
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Lead complex, multi-stakeholder sales cycles involving procurement teams, technical evaluators, business sponsors, and executive decision-makers.
Orchestrate cross-functional account strategies by partnering with Solution Consultants, Customer Success, Industry Specialists, Partners, Marketing, and Executive Sponsors.
Understand government procurement frameworks, budgeting cycles, compliance requirements, and policy drivers impacting customer decisions.
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Lead complex, multi-stakeholder sales cycles involving procurement teams, technical evaluators, business sponsors, and executive decision-makers.
Orchestrate cross-functional account strategies by partnering with Solution Consultants, Customer Success, Industry Specialists, Partners, Marketing, and Executive Sponsors.
Understand government procurement frameworks, budgeting cycles, compliance requirements, and policy drivers impacting customer decisions.
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Understand client objectives, communications needs, and organisational context, and translate these into clear and actionable briefs for internal teams.
Manage client expectations through regular updates, clear timelines, and proactive issue resolution.
Coordinate meetings, presentations, and status updates with clients and stakeholders.
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Stakeholder engagement: Develop relationships across multiple levels of an organisation, including Customer Experience leaders, CIOs, CTOs, CFOs, procurement, and C-suite stakeholders
Solution selling: Understand the priorities, KPIs, and pain points of individual stakeholders within each account, and position Toku’s solutions in a way that aligns with their specific objectives, business outcomes, and operational needs
Opportunity development: Identify and progress opportunities within new accounts, including situations where customers are evaluating alternatives to current platforms
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Take ownership of your book of business, which includes understanding and documenting the buying criteria and process, determining the appropriate motions and patterns, ensuring pipeline accuracy based on evidence, and working the leads to closure.
Collaborate with internal teams, including product, marketing, and customer success, to ensure a seamless sales experience and alignment with customer needs.
Represent Kong most professionally and support our customers to the best of your ability.
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