Central 1 cooperatively empowers credit unions and other financial institutions to deliver banking choice to Canadians. Central 1 provides critical services at scale to enable a thriving credit union system. We do this by collaborating with our clients, developing strategies, products and services to support the financial well-being of their more than 5 million diverse customers in communities across Canada. For more information, visit
www.central1.com
.

What we offer:

• Work-life flexibility
• Hybrid work environment
• One time allowance to set up your office for remote first employees
• Variable annual incentive plan
• Generous annual vacation allotment
• Top-notch flexible benefits plan including family building and gender affirmation
• Retirement Plan, matched contributions at 6%
• Access to a learning platform and educational assistance support
• Access to a virtual wellness platform
• Career development opportunities
• Wellness Flex Fund to support personal interest and activities
• Day off to volunteer in your community and other paid time off options
• Corporate discounts
• subject to employment agreement

Job Summary:
As a Senior Account Executive, your passion for growth and progress will contribute to our clients’ success. In this role, you will develop consultative and trust-based relationships with your clients, enabling you to understand their needs and effectively communicate Central 1’s ability to help them achieve their strategic objectives. You will play the long game, deepening our relationships, increasing utilization of existing solutions and identifying new products our clients can benefit from.
You will develop a deep understanding of your clients’ strategy, market context, and needs while building close relationships across the organization. Through enthusiastic and motivating leadership, you will collaborate with your Central 1 partners, including Delivery, Marketing, and Product teams, to ensure value is delivered. You will set objectives and plan accordingly to achieve your targets.
Your success will be measured by your clients’ volume growth, as well as improvements in their economic efficiency. Ultimately, your work will contribute to maintaining choice for Canadians in their financial service providers by ensuring credit unions remain strong for the long-term.
What you’ll be doing:

While your primary role will be serving existing clients, you will also be responsible to drive and secure net new clients to Central 1.

• Raise your and Central 1’s profile through thought leadership and participation in industry and client events
• Identify, manage, and execute on product growth opportunities
• Coordinate responses to RFIs/RFPs
• Lead new account onboarding
• Ensure you meet all legal and risk/compliance guidelines

Using Central 1 materials and your own research and analysis you will stay abreast of the strategic context your clients operate in, including:

• The dynamics of financial services for Canada’s Credit Unions and Fintech’s in particular.
• Your clients’ competitors, their offerings, and relative performance compared to your client.

Familiarize yourself with your clients’ strategy, capability, and performance to identify how Central 1 can help. You will establish:

• Their mission and purpose
• Their target to achieve an exceptional client experience
• How they seek to differentiate themselves
• What capabilities they need to succeed with their strategy
• What are the gaps in their capabilities and performance compared to their strategy and compared to benchmarks and other Central 1 clients
• What strongly felt performance or capability needs your client leadership requires

Develop client trust by demonstrating expertise, consistency and value

• You will get to know and become a trusted advisor to the critical staff of your clients.
• Your relationships will range from operational leadership through to governance and external influencers.
• You will actively maintain and nurture these relationships by consistently being of help and value to support them to grow their products and services with Central 1.
• Using internal information sources and independent research you will develop an understanding of the market Central 1 operates in and the relative attributes of potential competitors.
• You will develop a strong understanding of Canadian payments infrastructure and digital payments offerings.

Maintain a detailed understanding of Central 1 ’s products and services including any changes or updates as well as available collateral

• You will learn how Central 1 clients most successfully deploy Central 1 capabilities.
• You will learn the Central 1 organization and how to lead it and engender enthusiasm for supporting your clients.
• As your clients’ advocate within Central1 you will lead and mobilize the resources required to ensure your clients success.

Contribute to Central 1 knowledge and ability

• Contribute to the ongoing improvement in Central 1’s client engagement approach and capabilities.
• Gather feedback from clients and share qualitative and quantitative information with internal Central 1 departments that will help us to better serve clients.
• Provide input into content of training and educational materials for staff and clients.
• Share knowledge of how Central 1 products and services compare to alternatives/competitors.

Identify which Central 1 capabilities could be brought to bear for your clients’ success

• Compare Central 1 offerings to your clients’ priorities and needs.
• Comparing you clients’ usage and adoption to other clients and create a strategy to help increase utilization.
• Analyze performance of Central 1 products and services used by your clients to identify opportunities for either side to improve usage and performance.
• Identify what additional help Central 1 can offer considering your clients and Central 1 capabilities and resources.

Develop a plan to adopt, implement and expand Central 1 offerings that can enhance the clients’ success

• With your clients, develop a strategy and approach to enhance Central 1’s contribution to client.
• Turn the plan into actionable and manageable elements by leveraging the use of Salesforce, annual account plans and Client Engagement strategy framework.
• Monitor and analyze client data to develop and drive action plans to improve their overall experience.
• Gain client commitment / agreement including facilitating negotiations and execution of contracts, both initial and renewals.

Embed and align the client success plan within the client organization

• Anchor that evolution in clients’ organizational and individual needs and ambitions with clear linkage to success.
• Refresh the plan and shared commitment to it (celebrate the success) through established cadence of reviews and engagement including at least quarterly business reviews.
• Actively maintain shared passion and pride in the joint effort.

Advocate on behalf of your clients. You represent your clients to Central 1 and you ensure Central 1 does all it can on behalf of your clients.

• Act as client advocate within Central 1 to gain support, adoption, and resourcing for client success plan
• Oversee and monitor Central 1 delivery and operations.
• Intervene and escalate as needed to ensure Central 1 performance. Act as the voice of Clients internally during implementations, service disruptions, new sales opportunities and other operational activities
• Lead Client escalations to point of resolution, ensuring required cross-Central 1 collaboration and communication occurs.
• Review Client complaints and concerns and work with internal Central 1 partners to improve all aspects of their experience with Central1 reactively and proactively.

What you’ll have:

• Best in class ability to build and maintain trusted, executive-level relationships with executives in technology leadership and general management roles.
• 10+ years experience within a Sales and Relationship Management role, successfully leading a large portfolio of clients.
• Proven track record of achievement of client retention and satisfaction.
• Strong sales and business acumen, able to maintain C-suite trusted advisor status.
• Experience in managing a portfolio of clients and achieving high levels of successful client growth and retention including closing renewal and expansions sales.
• Extensive experience of executive level alignment, including the execution of executive business reviews.
• Self-driven and proactive
• Excellent communication, negotiation, and interpersonal skills.
• Demonstrate leadership qualities, especially in influencing in a matrix environment.
• Patient and active listener with a passion for service.
• Developed understanding of complex enterprise software / shared service offerings and sales and marketing principles.
• A full understanding of complex sales of enterprise software delivered in a SaaS model.
• An appreciation for workflow and business processes.
• Understanding of financial services institutions economic & business performance, and regulatory requirements.
• Experience within financial services, digital offerings, and payments systems advantageous.
• 7+ years customer success management or account management experience with enterprise accounts in a financial services or software business.
• Undergraduate degree in business and/or engineering or a relevant field preferred, graduate degree a bonus. Track record of success will weigh heavier than academics.
• Ability to manage the complexity of owners and clients.
• An appreciation for governance issues and shareholder (member) relations.
• Flexibility to travel as required to meet clients, attend conferences etc.

Salary: $116,000
The salary represents the job rate determined for the successful candidate who is fully competent in the role. The actual salary will vary depending on market conditions and relevant job-related factors such as knowledge, skills, qualifications, experience, and education/training.

LI-Hybrid

Central 1 is an equal opportunity employer and committed to building an inclusive workforce by creating an environment where everyone feels like they belong and has the opportunity to be successful. We welcome all applicants to join our diverse workforce and we will provide an accessible candidate experience including, but not limited to accommodations to interview sites and alternate formats upon request to our Recruitment team

• Raise your and Central 1’s profile through thought leadership and participation in industry and client events
• Identify, manage, and execute on product growth opportunities
• Coordinate responses to RFIs/RFPs
• Lead new account onboarding
• Ensure you meet all legal and risk/compliance guideline