Account Manager (Channel & Partners) TELECOMMUNICATIONS

About the position

1. Introduction
   
   The job profile provides information to be used in a wide range of Human Resource decisions such as job evaluation, recruitment and selection, performance management, succession management and training and development.
   
   2. Job Information
   
   Key Account Manager (Channel & Partners) CAPE TOWN
   
   3. Performance Criteria
   
   Main Purpose
   
   To maximize revenue opportunities through establishing, developing and maintaining long-term relationships with strategic customers as well as defining and executing sales strategies that focus on increased sales and profitability.
   
   Managing strategic accounts and delivering profitable, long term revenue from nominated accounts.
   
   Ensuring delivery of annual revenue targets through delivery of information, communication and technology solutions.
   
   Establishing appropriate relationships with customers and leverages those relationships to achieve financial targets
   
   Work collaboratively to set up service relationship for nominated accounts.
   
   Serve as the primary relationship owner for an assigned group of top tier client accounts with responsibility retain and grow these accounts.
   
    
   
   1 - Key Performance AREAS
   
   · The Senior Key Account Manager will be assigned the company’s top customer accounts to manage. Deliver robust account plans to achieve sales objectives. The account plan should include the revenue potential for 1-3 years and the associated plans to achieve this revenue.
   
   
   
   · Implement commercial strategies and then execute in line with company policies.
   
   
   
   · Generate and maintain opportunity pipeline and credible business revenue forecasts order to meet sales targets.
   
   
   
   · Present COMPANY services and offerings to assigned/new customers while leading account planning cycles and ensuring that the customers’ needs, and expectations are met.
   
   
   
   · Proactively assess, clarify and validate customer requirements on an on-going basis.
   
   · Implement a detailed sales strategy for all strategic accounts
   
   · Track and record sales activities on all accounts on SFDC.
   
   · Collaborating very closely with teams from other departments within COMPANY. Partner with internal cross-functional teams to understand customer goals and key performance metrics
   
    
   
   Build and grow client Relationships to ensure excellent customer experience
   
   · Understand clients' business and generate new ideas to improve the customers’ business. Expanding the customer stakeholders beyond ICT to strategic business owners (CMO, CFO, COO, CEO) who own the budget and/or can influence the buying decision.
   
   · Build trust, credibility, and client referrals.
   
   · Maintain or improve account profitability by customizing solutions as per customer requirements
   
   
   • Oversee the execution of the complete sales process for all customers, including: customer request handling, customer information gathering, finalisation of product specification and selection and SLA negotiation and finalisation
   · Ensure all after-sale customer queries or issues that come through sales department are properly handed over to customer care
   
   · Ensure all support departments are adequately briefed on customer details, to enable delivery of the order and adequate after sales customer support.
   
   
   • Conduct business professionally and ethically by adhering to all company policies, procedures and business ethics codes
   · Resolve any issues and problems of COMPANY customers and act as an interface between COMPANY customer and the internal teams. Ensure that outstanding customer experience is achieved by timeously escalating inter-departmental problems
   
    
   
   Maintaining a clear forecast of opportunities and developing a sales pipeline to reach sales targets
   
   
   • Responsible for generating leads and developing a revenue pipeline for the account for the next 1-3 years. Accountable for executing a gap plan if the revenue pipeline does not meet the assigned budget set for each Senior Key Account Manager
   • Identify and establish relationships in new and existing geography and segments
   • Provide pre-sales and after-sales assistance in bid/tender processes
   • Manage customer relationships with allocated and new clients
   • Deliver presentations and propose consultation-based solutions
    
   
   · Keep abreast on the market changes and have a broad understanding of Information, Communication, Cloud and Technology Services. Utilize market dynamics, competitive pressure and best practice to formulate new strategic account value propositions.
   
   Key Decisions:
   
   Decides on account strategy and client account plan
   
   Decides on Proposed Customer Solution
   
   Decides on Partnerships and possible coloration with OEM’s
   
   Decides on customer engagement
   
   Decides on appropriate proposals for relevant client
   
    
   
   Accountable for:
   
   Accountable for delivering presentations and propose consultation-based solutions
   
   Accountable for providing pre-sales and after-sales assistance in bid/tender processes
   
   Accountable for generating leads and developing a pipeline for selected segment within COMPANY
   
   Accountable for customer relationships with allocated and new clients
   
   Accountable for generating leads and developing a pipeline for all sales segments across COMPANY
   
   Accountable for tracking and recording sales activities on all accounts on SFDC
   
    
   
   Formal Qualifications Required
   
   · Related University degree
   
    
   
   Job Related Experience Required
   
   8 years sales experience
   
    
   
   Job Related Knowledge Required
   
   · Business Acumen
   
   · Proficient in MS Office
   
    
   
   Job Related Skills Required
   
   · Entrepreneurial skills
   
   · Negotiation skills
   
   · Communication skills – written and verbal
   
   · Project management skills - Desirable
   
   · Presentation skills
   
   · Proposal Writing
   
   · Planning and organising skills
   
   

Desired Skills:

• Client Relationship Management
• Key Accounts Management
• Lead Generation
• Sales
• Strategy

Employer & Job Benefits:

• Incentive
• Mobile Phone Allowance
• Fuel Allowance