The posting
About STYL Solutions
Ride on the wave of Industry 4.0! Join STYL Solutions in the forefront of using Fintech and IoT technologies for smart city/nation transformation. Headquartered in Singapore with R&D center in Vietnam, STYL Solutions designs, develops, and supplies hardware, software and integrated solutions for applications in payment, loyalty management, location tracking, self-service operation, telemetry.
Our market segment coverage extends from financial services, retail, mass transit, education to social services markets in Singapore and South Asia Pacific.
Our vision is to use Fintech and IoT to create smart and efficient cities that enhance Quality of Life through convenience and healthier living.
Job Description
We are seeking a seasoned, growth-driven Account Director to lead and expand our footprint within the Financial Institutions sector.
In this role, you will be the primary engine for account growth, moving beyond our existing engagements to unlock new opportunities. This is a hands-on sales-to-senior sales manager level role, carrying a higher title for better alignment with the assigned business sector. You will serve as a multi-threaded relationship builder, mapping and engaging stakeholders across all levels of our key accounts to broaden our impact beyond current programs. You will also be tasked with "hunting" for and acquiring new financial institution partners in Singapore and overseas, utilizing your expertise in fintech and payment solutions to drive revenue.
Responsibilities
Multi-thread and expand FI accounts beyond Smart Buddy program
- Map the organization of our FI accounts beyond the current Smart Buddy working team by identifying decision-makers and influencers across other business units (e.g. digital banking, merchant acquiring, innovation, procurement).
- Build direct relationships at multiple levels and across multiple functions within each account — deliberately avoid single-threaded dependence on one contact.
- Identify and pursue new opportunities for STYL's wider fintech and smart payment portfolio within existing key accounts, beyond the existing Smart Buddy program.
- Build cross-functional consensus among multiple stakeholders — client-side and internal — to move multi-stakeholder, longer-cycle enterprise opportunities forward.
- Own a combined account growth plan and revenue target for assigned key accounts.
Develop new financial institution accounts, Singapore and overseas
- Identify and pursue new financial institution accounts in Singapore and abroad for STYL's fintech and smart payment solutions, including replicating the Smart Buddy account-acquisition model with mega banks in other markets.
- Build and manage a qualified pipeline of net-new FI opportunities; represent STYL at relevant industry events.
- Prepare and deliver senior-level pitches and business cases; negotiate and close new agreements.
- Open paths toward more acquirer relationships for STYL’s payment terminal business.
Collaborative Leadership
- Partner closely with the Customer Success Manager and Product Manager on the FI accounts for delivery and client coordination.
- Loop in the Customer Success Manager and delivery team early, so commitments made during the sales process are realistic to deliver.
- Report pipeline, forecast, and account plans to the Sales Director on a regular basis.
- Act as a credible, senior-level representative for STYL, capable of navigating complex, multi-stakeholder enterprise environments
Job Requirements
Education & Experience
- 8–12+ years in enterprise B2B sales, key account management, or business development, with a demonstrated record of growing revenue within large accounts — not only maintaining them, preferably with Financial Institutions
- Proven experience selling solutions to banks, financial institutions, or other large, multi-stakeholder organisations; fintech or payments industry experience is a strong advantage.
- Demonstrated experience multi-threading accounts: building relationships across several functions and levels within one client, rather than depending on a single relationship.
- A track record of new-logo acquisition (hunting), not only account farming.
- Comfortable with cross-border business development and regular travel.
- Bachelor's degree in business or a related field, or equivalent experience.
Competencies & Predispositions
- Multi-threaded account management: builds and sustains relationships across multiple stakeholders and functions within a client at the same time, reducing single-point-of-contact risk.
- Cross-functional consensus building: aligns several internal and client-side stakeholders toward a shared decision — essential for enterprise deals with more than one decision-influencer.
- Executive presence: earns credibility with senior and middle-senior stakeholders at DBS and NETS without needing hand-holding.
- Strategic account planning: looks beyond the current contract to map whitespace opportunity within an account.
- Hunter mentality: comfortable prospecting and opening new FI relationships from scratch, in Singapore and abroad.
- Negotiation and deal structuring: able to close complex, multi-stakeholder agreements.
- Collaborative, not territorial: works effectively alongside a Customer Success Manager without needing to manage her directly or undermine her standing with the client.
- Result-Driven: Driven by growth and revenue impact and motivated by commission tied to new business
- Confidence and socially fluent at senior levels: able to build genuine trust over a long enterprise sales cycle rather than being purely transactional.
- Comfortable in a lean SME environment: pragmatic and hands-on, without expecting large support infrastructure.
- Politically astute and considerate: aware this role's success partly depends on a colleague's cooperation and goodwill during a sensitive account transition, and acts accordingly.
What measures the success of the role:
- Revenue Growth (Existing Accounts): Achievement of assigned revenue targets within existing key accounts by identifying and closing new opportunities beyond current programs.
- New Business Acquisition (New Logos): Number of new financial institution accounts acquired and the total contract value generated from these "hunted" opportunities.
- Account Depth ("Multi-threading"): Growth in the number of engaged decision-makers and influencers across multiple functions (e.g., digital banking, innovation, procurement) within each key account.
- Pipeline Health: Maintenance of a qualified pipeline of net-new FI opportunities that meets or exceeds the required volume to achieve growth targets.
- Collaboration & Forecasting: Accuracy of account growth plans and revenue forecasts, combined with the successful, collaborative transition of new opportunities to the Customer Success Manager.
