Account Executive III, Strategic Alliances

The Opportunity 

The basic function of the Account Executive III position is to raise the focus of relationship development with our largest revenue generating and strategically important GSP's to a perceived level of trusted partner and consulted advisor. The objective is to create an environment with our Member-Owners of unprecedented loyalty, endorsement, revenue growth, and dominant market share. This position requires strong knowledge and skill in the ability to both build a strategic plan with Velera’s GSP's and deliver on that plan by assembling a team of Velera’s best people and solutions to help achieve the goals set by our Member-Owners. Competency in the ability to deliver knowledge and skill in the following areas is critical to the success of the person in this position: Velera’s products, services, organizational process improvements, risk mitigation capabilities, financial performance, industry trends, and legislative and regulatory compliance.

Day in the Life  

• This position serves as the enterprise Velera relationship manager for Velera’s  largest revenue generating and strategically important member owner GSPs.
• Primarily through onsite visits, proactively meet and consult with GSP senior executives to develop strategic opportunities to extend the partnership and increase portfolio performance, demonstrating appropriate sense of urgency; continually monitor and communicate value of Velera products/solutions, and demonstrate the value of the Velera partnership with assigned GSPs.
• Responsible for consistently delivering the Strategic Business Review to all assigned clients showing the value of Velera’s products and solutions which includes participating in strategic planning and taking a broad perspective to deliver relevant payment and ecommerce industry expertise.
• Align strategically the GSP’s goals and objectives to Velera’s products and services to maximize Velera’s Value Proposition.
• Strategic focus is key as well as identifying growth opportunities while utilizing a consultative sales approach that ensures GSP business objectives are met and performance metrics of payment portfolios are maximized.
• Evaluate and understand market intelligence that may impact Velera’s product offering or sales approach and report significant industry changes to Velera management.
• Prepare proposals, negotiate contractual relationships with GSPs, and propose and negotiate new and renewal term agreements; prepare and deliver accurate and timely proposals, pricing comparisons, proformas and program analyses.
• Maintain and grow revenue for their assigned book of business including generating lead opportunities for additional line of business sales.
• Meet or exceed established revenue growth goals from the sale of new products and services and by enhancing overall portfolio performance.
• Develop, solidify and maintain strong account relationships that result in excellent GSP satisfaction scores as reflected in periodic surveys; act as primary management point of contact for GSP for strategic initiatives and escalated issue resolution; support GSP’s designated executive sponsor and advocate internally at Velera.
• Assists or participates in various regional meetings that promote Velera’s products and services.
• Prepare and deliver effective and influential presentations at Velera sponsored events, GSP staff and Board of Directors meetings, advisory groups and other functions as may be required.
• Maintain open lines of communication with VP of Account Management and SVP of Account Management and report any contract renewals that are in jeopardy with a plan of action of how to retain the business.
• Timely escalation of potential relationship issues to appropriate internal Velera leaders to determine appropriate ownership and accountability for resolution.
• Actively review client landscape and recommend, develop, and implement new and creative approaches to growing Velera business; proactively manage, prioritize and engage sales leads.
• Maintain current knowledge of payment industry trends and innovation, and Velera products and solutions; maintain current knowledge of card, ecommerce, payments, and GSP industry related to Visa, MasterCard, First Data, Velera, and competitors.
• Collaborate with product team regarding new product development for GSP and consumer opportunities; coordinate interdivisional and interdepartmental communications related to serving clients with new and existing products/solutions.
• Must interact positively and professionally in all interactions with Velera staff, clients, and business constituents.
• Continuously review landscape and recommend, develop, and implement new and creative approaches to growing Velera business.
• In conjunction with assigned Service Executives, serve as liaison for product implementations, program start-ups, and other major projects as necessary; maintain close working relationship with internal departments to ensure smooth and open communications.
• Responsible for maintaining and keeping current account plans for all assigned GSPs in Salesforce, ensuring opportunities are updated and maintaining accurate records for assigned portfolio of GSPs.
• Ensure information is current and entered into Velera client database in a timely fashion.
• Perform other duties as assigned.

Qualifications 

• Bachelor’s degree in related field or equivalent combination of education and experience required.
• Master’s Degree preferred.
• Minimum ten (10) years marketing, business development, consulting, sales or relationship management experience required. Minimum ten (10) years of B2B / B2BC experience required.
• Financial Services or Consulting experience preferred.