Enterprise Account Manager | IT Recruitment

Position Purpose:

  • Responsible for delivering growth in revenue from existing customers and on-boarding new customers in the region.
  • You are the Customer champion and the face of the company in ensuring customer satisfaction and positioning the company as their partner of choice.
  • Leverage your regional expertise within Enterprise.
  • Defend existing revenue streams by minimising churn of services.
  • Drive cross-functional collaboration to achieve the regional commercial and operational targets.
  • Develop revenue from new products and services, thereby increasing our share of wallet and continue to elevate the company as the partner of choice for services in Africa and the Middle East.

 

Key stakeholder Relationship:

Internal

  • VP Global Sales, Regional Directors, Sales team; Commercial Managers, Product & Innovation team, Operations, Finance, HR

 

External

  • Customers, Prospects

 

Experience & Qualifications:

Minimum Qualification:

  • Matric
  • Business related degree would be an advantage
  • Industry recognized product certification

 

Minimum Experience

  • 5+ years in Corporate and Enterprise sales environment
  • Good network across regional corporate and enterprise customers
  • Good sales and technical knowledge of WAN Solutions – including SDN technologies, SDWAN and IP
  • Demonstratable expertise in complex solution selling

 

Other Requirements

  • Multilingual would be advantageous
  • Valid passport
  • Own transport
  • Flexible working hours to accommodate European / African time zone for internal and external customer obligations
  • Willing and able to travel internationally and attend trade shows

 

Key Performance Areas & Indicators:

ACHIEVE SALES TARGETS (NET MRR)

Tasks

  • Achieve new business development sales target
  • Achieve Billed Revenue target
  • Lead, and support on regional growth opportunities
  • Identify and prioritize on-boarding of new customers / new product revenue streams in the region
  • Develop and actively manage customers achieving revenue growth
  • Identify and orchestrate at least one big deal
  • Determine root causes and implement corrective action to reduce credits and cancellations

KPI’s

  • Consistent, sustainable growth in revenue and margin
  • Regional growth opportunities
  • New business development
  • Negotiation skills
  • Product / portfolio positioning
  • Growth and retention of key accounts
  • Account Development planning
  • Present at Big Deal Forum and identify / manage key resource
  • Address issues that erode new contribution
  • Downward trend in “avoidable” credits and cancellations

Tracking Report /BI Tool

  • The company Sales Tool
  • Weekly sales dashboard / Pipeline
  • Master Service Agreement (MSA)
  • The company Sales Tool & Weekly reporting
  • Big Deal Forum / Sales Tool
  • Sales revenue and Churn Reports

 

RETAIN EXISTING BUSINESS

Tasks

  • Target 18% churn rate per annum
  • Manage regional contribution towards P&L, review financial data and implement steps to increase revenue
  • Ensure execution of customer ADPs and orchestrate peer to peer relationships
  • Present and execute regional strategies to drive the company presence and capability

KPI’s

  • Achieve sales churn targets
  • Pro-actively manage and mitigate out-of-term contracts
  • Develop and execute the ADP (where relevant)
  • Orchestrate internal stakeholders to maximize relationship
  • Develop tangible business opportunities

Tracking Report /BI Tool

  • Sales reporting
  • 120-day renewal report
  • AP
  • Sales Pipeline

CROSS FUNCTIONAL CO-ORDINATION TO SUPPORT – CUSTOMER ENGAGEMENT

Tasks

  • Communicate upside, risks and threats within deals to all relevant internal departments

KPI’s

  • Mitigation of risks
  • Deliver within contract terms and SLA
  • Shared learnings and insights
  • Effective and collaborative team player

Tracking Report /BI Tool

  • Sales reporting / Big Deal Forum
  • Sales Weekly All Hands / Sales Reporting

SALES REPORTING

Tasks

  • Provide timely and accurate sales reports demonstrating planning and execution to deliver growth
  • Weekly reporting to line manager
  • Manage and contribute towards the companty key customer Account Development Plans

 

KPI’s

  • Ensure sales pipeline is always up to date and accurate (Sales Bible)
  • Meaningful interpretation and analysis of account portfolio
  • Accurate forecasting of Committed & Expected Numbers
  • Achievements, planned activity and issues requiring remedial action
  • Identify trends and maximize financial contribution from Customer accounts

Tracking Report /BI Tool

  • The company Sales Tool
  • Sales Bible
  • Weekly sales report
  • ADP

 

Competency requirements for position

KNOWLEDGE

Industry and Product Knowledge

  • Excellent appreciation of key Corporate and Enterprise players in the designated region, with a strong portfolio of closing deals in past
  • Technical expertise in selling Corporate and Enterprise WAN Solution and services including layer 2, layer 3, IP and SDWAN
  • Government sector knowledge an advantage
  • Knowledge of regional market conditions

SKILLS

Sales

  • Demonstrable expertise in complex solution selling
  • Track record of building strong relationships across customer business fuctions
  • Regional trade show experience and planning
  • Ability to identify key customer stakeholders for existing and newly developed products/services

 

Account Management

  • Revenue defence; accomplished in retention and cross-sell and up-sell of services
  • Adept at building and executing Account Plans (AP’s)

Prospecting

  • Ability to identify market trends and opportunities

Compelling Communication

  • Strong written skill
  • Exceptional negotiation skills with an ability to influence others
  • Presentation skills
  • Microsoft Office (Word, Excel, Powerpoint, Outlook)

Forecasting and Governance

  • Sales reportng discipline, including pipeline and opportunity management

BEHAVIORAL

  • Results oriented
  • Ability to plan and execute Customer responsiveness
  • Ability to influence others
  • Able to operate independantly
  • High levels of self motivation
  • Initiative
  • Tenacity and resilience
  • Problem solving skills

Key Performance Areas:

  • Achieve Sales Target (Net MRR) 40%
  • Retain Existing business 15%
  • Cross Functional Co-ordination to Support Customer Engagement/Account Plan Management 15%
  • Sales Reporting – Accurate forecasting of Committed & Expected Numbers 15%
  • Product Knowledge 15%
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