Thought Machine's mission is bold - to properly and permanently rid the world's banks of legacy technology. To achieve this, we have developed the foundations of modern banking through core and payments technology, which run natively in the cloud. What we are attempting is hard and means we need great people working together to build great technology.
We have grown rapidly in the past few years - growing our team to more than 550 individuals across offices in London, New York, Singapore and Sydney. We have raised more than $500m in funding and are now valued at $2.7bn. Our investors include Molten Ventures, Eurazeo, Intesa Sanpaolo, Temasek, Nyca Partners, JPMorgan Chase Strategic Investments, Standard Chartered Ventures, and more.
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We have created a culture enabling our team to produce the best work in the industry, ensuring we have fun along the way. We're regularly cited as having a fantastic workplace culture and have been recognised by Sifted magazine as having one of the highest Glassdoor ratings for a UK fintech company and the industry's most generous employee share package. Global Finance Magazine named us one of the world's most innovative fintechs, and the Financial Times recognised us as one of Europe's fastest-growing companies in 2023.
Thought Machine is looking for a Global Head of Account Management who will report to the Chief Revenue Officer at Thought Machine. They will be accountable for driving revenue growth and expanding client relationships at all Thought Machine clients across all regions. Thought Machine's clients span from large Tier 1-2 banks to Fintechs across 20+ countries.
The role will be responsible for growing and maturing Thought Machine's account management function. They will need to work cross-functionally in a collaborative manner with Thought Machine's Client Services, Partnerships, Engineering and Product Management teams to ensure our clients' success.
Duties
- Strategic account management: Develop and execute strategies for managing key client accounts globally, including defining account plans, identifying growth opportunities, and mitigating risks.
- Customer relationship management: Build strong, long-term relationships with key stakeholders within client organisations, including C-suite executives and bank line of business heads, to understand their needs and align Thought Machine's solutions accordingly.
- Increase licence revenue: Drive licence revenue growth by identifying additional use cases and leveraging a deep understanding of their business objectives and pain points.
- Increase services and support revenue: Drive client services revenue growth at key strategic clients and sell support offerings where relevant.
- Renewals and retention: Lead efforts to ensure positive licence renewals and client retention by proactively addressing issues, providing exceptional customer support, and demonstrating the value of the Thought Machine solution. The role will be accountable for all renewals globally.
- Team leadership and development: Recruit, train, and manage a high-performing global account management team, providing guidance, coaching, and support to help them achieve their targets and professional growth.
- Metrics and reporting: Support the Chief Revenue Officer in defining key performance indicators (KPIs) and metrics to measure the effectiveness of account management efforts. They must regularly track progress against targets and provide insightful reports to senior leadership.
- Market and competitive analysis: Stay informed about industry trends, market dynamics, and competitor activities to identify opportunities and threats and adjust account management strategies accordingly.
- Continuous operational improvement: Implement processes and initiatives to continuously improve the effectiveness and efficiency of the account management function, such as implementing new processes or methodologies, streamlining workflows, or optimising resource allocation.
Requirements
Essential:
- Significant account management experience at a global level, having worked in financial technology and/or consultancy, managing large regional/global strategic accounts
- Experience in leading and managing an account management team
- Proven ability to increase engagement/revenue within managed accounts over time, progressing existing engagements and developing new opportunities
- Proven ability to foster and develop deep relationships with managed accounts
- Deep understanding of banks: their organisation, culture and markets
- Proven engagement and interaction with high-level stakeholders in banking institutions - ExCo level - stakeholders, business line owners, budget owners and approvers
- Proven experience in technology transformation projects in financial institutions and all of the aspects associated with such projects as Relationship/Account manager experience
- Have a good understanding of the technologies Vault is built on and the concepts that underpin them to hold credible positions in front of the customer
- Should understand our market and competitors and how the sales cycle works for our market.
- Proven ability to manage multiple projects at a time while paying strict attention to detail
- Excellent negotiation, verbal and written communication skills
- Ability to work as a team player in a modern tech company culture and act as a credible customer advocate communicating upcoming needs that will create additional licence opportunities for Thought Machine
- Have the ability to clearly demonstrate competency such that the client would consider you highly credible at any level within their organisation
Desirable:
- Global account management experience at large strategic banks across APAC, EMER and AMER regions
- Previously led the establishment of a successful account management function
Benefits
- Highly competitive salary and commission structure
- Pension plan (match up to 7%) Life insurance - three times annual salary
- Competitive maternity (six months fully paid) and paternity leave (four weeks fully paid) Shared parental leave (matched to our maternity leave for the same point in time)
- 25 days holiday and bank holidays Private health insurance with Bupa for you and your family
- Health cash plan (including dental and optical) Flexible working hours
- Cycle-to-work scheme Electric car scheme
- Season ticket loan Access to outstanding learning materials and courses
- Sports and hobby clubs, subsidised by Thought Machine All the latest tech you need
- Start the day properly with fresh fruit and cereals Huge range of healthy (and not-so-healthy) snacks, smoothies and drinks
- A talented and experienced team as your colleagues An environment where we encourage learning and progress
- Two charity days a year Weekly food pop-up
Thought Machine is committed to making a measurable positive impact on people's everyday lives. We are an equal-opportunity employer and value diversity at our company. We actively hire candidates who demonstrate technical excellence in their field and welcome people of all ages and backgrounds, providing everyone with equal access to professional development. You are encouraged to apply even if your experience doesn't accurately match the job description. We also encourage applications from those with different abilities, including candidates with ADHD, autism, dyslexia or dyspraxia.