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Vice President, Account Management and Sales - ANZ

Job Description

About Odessa: 

Odessa is a U.S. company with offices in Philadelphia, USA, Sydney, Australia, England, Serbia and France, Europe and Bangalore,  India. Our leasing solutions power a client base comprised of leading global financial institutions that operate across market segments. We transform bold ideas into breakthrough outcomes for clients that drive the economy through equipment and fleet leasing: IT, healthcare, transportation and more. 

We believe that great outcomes and customer satisfaction are everything. It's what drives us to turn bold ideas into transformational solutions for lease and loan management. By combining digital technologies with what works across a diverse customer base, we use an agile approach to co-innovate with clients to help them solve their toughest problems. 

As the largest dedicated technology provider in the leasing industry, Odessa provides a feature-rich ERP solution with broad  integrations across top CRM, G/L, tax, credit, and leading enablement applications. As a complete platform, Odessa delivers a total solution for commercial lending companies, driving the future of asset finance. With best-in-class functionality, an extensible architecture and a suite of value-added features and services, Odessa helps companies transform and simplify their business operations.

Primary Role:

The VP, Account Manager and Sales ANZ serves as the primary relationship owner for an assigned group of client accounts and the  Sales executive for the ANZ market. This role holds a high level of responsibility for maintaining customer satisfaction, customer retention, and operational excellence but strikes a balance of growing the market locally with new customers. As a strategic member of the team, this individual will ensure clients derive maximum value from our services and product offerings, have the foresight to identify new revenue opportunities from existing accounts, and an in-depth understanding of the clients' individual experiences to prevent potential issues before they arise. 

Additionally, the ability to work closely with sales and carry an individual contributor number for the growth of the ANZ  region. It will be important to work with the sales organization including the CRO, pre-sales, and product management  organizations to identify, foster, drive and close new client opportunities in the market. You will report to the Managing Director, APMEA and lead the charge in developing your own accounts and building your sales  pipeline. 

An ideal fit is someone who knows the perfect balance of inside sales paired with real, genuine customer relationship management but the ability to recognize your growth comes with driving the growth of the business.They also value working in an autonomous but collaborative environment where achievement is rewarded but expected.

What you will do: 

  • Ownership of revenue targets, sales targets, and strategic direction for assigned portfolio 
  • Ownership of regional (ANZ) sales targets and pipeline management activities within the APMEA sales team 
  • Maintain, solicit and drive a network of opportunities through the sales cycle but most importantly help the prospect  understand the value of an Odessa partnership through demonstrated accelerated ROI, benefits and meeting their needs 
  • Build strong and deep relationship with multiple levels of account stakeholders throughout the customer/prospect organization 
  • Identify and pursue white space for assigned portfolio and region with a focus on consultative selling and value creation for customers and identified prospects 
  • Actively create, revise, maintain and collaborate on the strategic direction of the business strategy in the  ANZ region 
  • Pull strong opportunity pitches together and organize internal teams on brainstorming and storyboarding exercises to  deliver clear benefit outcomes for the customers and/or prospects 
  • Ensure alignment on target state architecture, target operating model and the Odessa technology roadmap – Be the voice  of the customer/prospect in the Odessa organization 
  • Organize and coordinate Executive Business Reviews and other key discussions between executive management team and senior customer stakeholders 
  • Assess and understand the broader potential relationship benefits by introducing Odessa stakeholders to the  prospect university to drive accountability, partnership and engagement in the sales lifecycle  
  • Manage complex enterprise accounts with multiple delivery workstreams and day-to-day support activities 
  • Prepare and negotiate contracts for enhancements, products, and professional services with customer/prospect stakeholders 
  • Serve as the advocate of the customer, maintain customer pulse, and engage all necessary internal teams to assist with requests or resolution 
  • Assign priorities and drive direction based on customer feedback and/or based on the defined business process 
  • Document all communication clearly with customers and internal teams and ensure appropriate action items are assigned, understood and completed 
  • Utilize technical, domain and platform expertise to manage customer expectations by delineating between product bugs vs product enhancements 
  • Work closely with Delivery Managers on account strategy from delivery and satisfaction perspective 
  • Work alongside geographically disperse services & development teams to maintain understanding on delivery timelines and project status 
  • Articulate and manage report out on assigned portfolio to executive management team 
  • Work closely with Finance on billing set up and invoicing 
  • Manage customer / prospect activity with CRM tools (salesforce) for maximum efficiency and visibility 
  • Proactively contact new prospects daily, weekly and monthly to establish knowledge of the market and identify new  opportunities/leads as early in the sales cycle as possible  
  • Demonstrate clear career objectives that align with talent growth strategies within the organization and the desire to  leverage internal talent 
  • Other responsibilities assigned from time to time to drive different strategic business initiatives
Job Requirement

Basic Qualification: 

  • 10 years of experience in sales/account management/customer success role in a Financial, Banking, or Enterprise software and services organization 
  • Ability to travel up to 30%
  • Bachelor's degree in relevant fields 

Basic Expertise: 

  • Experience providing customer relationship management, support and/or inside sales 
  • Experience in Account and Opportunity management in Salesforce 
  • Demonstrated revenue and sales target achievement 
  • Knowledge of the market and expertise in managing enterprise partnerships 
  • Excellent communication skills, both written and verbal 
  • Ability to understand customer/prospect business needs, challenges and to articulate clear Odessa solutions to drive  benefits