VP - Key Account Management

Role Purpose

Drive revenue growth from existing customers while building a structured and scalable client success and system-integrator partner ecosystem. The role ensures NOVA clients continuously expand their usage of the platform while creating repeatable regional growth through partners.

Primary Revenue Responsibility

ECER + ECNR (Please refer to definition at the end of the document)

Key Objectives

1. Maximise revenue from existing clients through systematic upsell and cross-sell.

2. Ensure long-term client retention and strategic expansion.

3. Establish a scalable System Integrator (SI) partner ecosystem to accelerate growth.

Core Responsibilities

Key Account Growth

• Own revenue growth from all existing NOVA clients.

• Identify opportunities for:

o new product/module adoption

o additional entities or geographies

o professional services engagements

• Maintain an active pipeline of ECNR opportunities.

Account Strategy

• Build structured account plans for each strategic client.

• Conduct regular business reviews with clients.

• Identify expansion opportunities within each institution.

Customer Success and Retention

• Ensure strong adoption and satisfaction across existing deployments.

• Act as the senior commercial relationship owner.

Partner Ecosystem Development

• Build and manage relationships with System Integrators and implementation partners.

• Establish a structured partner program.

• Enable partners to generate and deliver repeatable NOVA implementations.

Collaboration

• Work closely with regional sales leaders to support ECNR opportunities.

• Mentor regional sales teams on upsell strategy within existing accounts.

Key Deliverables

• Annual ECER revenue growth plan

• Structured account expansion strategy for each key client

• Partner ecosystem framework and onboarding program

• Quarterly client expansion pipeline

Success Metrics

• ECER growth across the installed base


• ECNR revenue generated from existing clients


• Client retention rate


• Number of active SI partners


• Revenue contribution generated through partners

Revenue Definitions

ECER

Existing Client Existing Revenue

Licence expansion, subscription uplift, maintenance growth.

ECNR

Existing Client New Revenue

New modules, additional products, additional entities or geographies.