TM Philippines - Growth

PH - Relationship Manager

Remote
Work Type: Full Time

Working at Thinking Machines

Thinking Machines is a technology consultancy building AI & data platforms to solve high-impact problems for our clients. Our vision is a future where data-driven decision-making is a norm and where AI is used to support humans in making excellent decisions. To do that, we create data cultures, one organization at a time.


We’re a company made up of intellectually curious, civic-minded, forever-learning individuals. We believe that great data science products are built with care for people, and that the best way to drive inclusive innovation is to start with a diverse team.


Our field of work is incredibly dynamic, so we want to work with people who are committed to growing with us. We want to hire people who can demonstrate an ability to learn, then provide them with personalized coaching, growth opportunities, and a great working environment to get them to world-class.


Role Description

As a technology consultancy, our success is driven by building deep and ongoing relationships with our customers. As part of an entrepreneurial team in this rapidly growing business, Relationship Managers serve as the face of TM in these contacts. Relationship Managers handle client acquisition, account growth, and account management for their portfolio/industry teams.


Relationship Managers are responsible for the full client life cycle from leads qualification, managing the relationship, developing tailored solutions that match customers needs, and closing the sale. They are pivotal in managing the client relationships post-initial sale, ensuring satisfaction, and pursuing upsell opportunities to grow the account.


Relationship Managers introduce and advocate for the company’s capabilities to clients new and existing. They do this through developing a deep understanding of the client – from their goals and aspirations, strategic growth plans, business drivers, data maturity, data and technology infrastructure, organizational structure and changes, innovation efforts and experiments, to business and operational processes, developing a long-term opportunity roadmap.


Relationship Managers understand the critical role of good relationships with stakeholders in the success of a project. As owners of the loyalty phase in the client relationship journey, they are motivated by customer service and satisfaction.

Key Responsibilities

  • Client Acquisition

    • Leads Generation and Qualification: Identify and qualify potential clients through a variety of channels such as outbound campaigns, managing inbound inquiries and referrals, networking events, or account mapping with our technology partners.

    • Leads Pipeline Management: Evaluate deal probabilities per account and build account strategies across the sales pipeline, expertly guiding potential new clients down the sales funnel to timely closures and successful outcomes.

    • Negotiation and Closing: Solidify long-term client relationships by skillfully negotiating contracts and closing deals that drive new and repeat business. Embrace tough negotiations for mutually beneficial outcomes.

  • Client Management

    • Account Strategy: Engage with prospects with the goal of first understanding their business needs and then matching their requirements to possible solutions. Integrate long-term account strategy in the proposal development, in collaboration with our internal consultants and technical teams. Identify opportunities for upselling solutions that further provide value or managed services to support existing clients.

    • Relationship Building: Foster long-term, high-trust relationships with our clients by understanding their business needs, aligning them with impactful solutions and services of TM, and addressing their concerns or issues promptly and effectively with solutions that are within the internal teams’ capacity.

    • Process Management: Drive accomplishment of legal agreements and client requirements that push the deal forward (e.g., vendor accreditation, procurement processes, other contracts).

    • CRM Tool Management: Stand as the power user of our CRM tool. Collect and archive knowledge about all clients to build and maintain a one-stop place for all client information such as stakeholders, business development and project history, and business processes.

  • Strategic Market Development

    • Client Insighting: Keep technical teams and the wider Growth team informed about client’s asks, and value propositions that resonate.

    • Market Insighting: Stay informed about industry trends and competitors to provide clients with strategic advice and innovative solutions.

    • Go-to-Market Activities: Collaborate on building strategies and executing campaigns with TM Go-to-Market teams and external GTM partners.


Growth Path

A Relationship Manager Role can prepare you for a future career as a Sales Director or VP for Business Development.  At Thinking Machines, this role is in the unique intersection of business and technology:


  • Exposure to the Southeast Asia market and technology players. See how the regional ecosystem, composed of large data firms, start-ups, conglomerates and small to medium enterprises, government and development sectors, is shaping up in terms of Data Transformation and Artificial intelligence. We serve a broad range of industries spanning across telecommunications, financial services, healthcare, retail and transportation.
  • Opportunity to develop your tech industry knowledge. You will have several opportunities to understand major and up-and-coming players in the technology space. Learn from our internal teams on the innovations in Artificial Intelligence, Data Visualization, Data and Software Engineering, and UX/UI Design. There are technologies you will not use hands-on, but you can expect to gain a conceptual understanding of these  technological possibilities and limitations to properly match them with client needs.


Requirements

Minimum requirements

  • At least 2 years of relevant experience in B2B account executive, account management, or relationship management role/s: Your role will focus on cultivating inbound and outbound client engagement, including generating and nurturing leads. We’re looking for someone with a demonstrated ability to identify and capitalize on outbound opportunities for growth, including strategic client acquisition.
  • Comfortable with external, executive communications: Your main job will be to match our clients’ needs with our solutions and articulate their unique value propositions to a business-minded audience. In order to do so effectively, you'll need executive-level spoken and written communication skills. You also need to be comfortable and confident in communicating to a C-suite audience.
  • Quick learning agility and strong initiative. You're not expected to know everything, but we expect you to fill in the gaps quickly, with guidance from our leadership team. We want someone who is highly collaborative with an entrepreneurial, roll-up-your-sleeves attitude. Enjoys building and sharing knowledge with the team. Discover ways for us as a technology consultancy to grow our collective knowledge in the client and industry.
  • Business sense: Business knowledge is a key skill. You need a strong understanding of different business models, processes and industries to effectively identify the value of how our services can support our clients.


Preferred qualifications / nice-to-haves

  • Have previous experience at a professional services firm, B2B ecommerce, or a fast-growing tech startup
  • Have domain experience in a non-data field. Are you experienced in Telecommunications? Finance or Fintech? E-commerce? Finance? Development Sector? We value having a wide range of career experiences.
  • Experience using Client Relationship Management (CRM) Tools

Benefits and Perks

We offer the following compensation and benefits:

  • Competitive salary — the compensation amount is positively correlated with the difficulty of the job, relevant experience, fit, and skill factors.

  • Remote First — due to the global pandemic, we have shifted to a remote-first company for the foreseeable future while we monitor the situation. 

  • Individual professional development budget— an annual budget for conferences, training courses, books, and software is available to sharpen your skills and build new ones to help you grow in your role.

  • Full health benefits — generous health insurance package

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