Overall Job Purpose
To develop and maintain ongoing revenues and margin contribution from a named account (s) through pro-active sales of the full range of IT products & services
Main Duties
• Identify, create, campaign and close sales opportunities within new customers. These sales will focus on infrastructure products, services and solutions
• Provide Commercial Leadership
• Maintain interaction with the customer by fostering multi-level relationships
• Provide Campaign leadership: Manage the leadership of the virtual team on all sales opportunities within the customers
• Manage Partner & Vendor Engagement: Maintain, expand and extend engagement of vendors and partners, managing these engagements to drive sales growth
• Analyse Competition
• Perform Account Targeting and Planning: undertake campaign and opportunity planning to maximise sales effectiveness and agree the activities performed by the virtual team
• Update the forecast on a weekly basis
• To work effectively with solution experts in defining the right proposition for a specific client requirement
• To effectively manage and maintain long-term customer relationships at the highest level
• To manage the entire deal lifecycle from campaign to commercial close
• To adapt style to customer requirements
• Liaison with internal departments to facilitate the above whilst monitoring and managing any specified S.L.A.'s.
• Increasing the scope of products and services being taken by the named customer(s).
• Identification of Risk - both Operational and commercial in relation to all sales opportunities within the designated accounts.
• Ensuring the highest levels of customer satisfaction through professional engagement at all times and at all levels within the customer.
• Maintaining a high level of knowledge around the products and services offered.
• Maintaining a working knowledge of all internal systems.
• Maintaining a high level of knowledge of the general I.T. marketplace and the specific marketplace within which the named customer operates.
• Maintaining up-to-date records of all activities with regard to the named customers including (but not limited to) completion of customer records on the internal sales tool.
Skills, Experience, Knowledge
• Extensive Sales and Account Management experience and track record gained within the IT industry
• Strong credibility, hunger and passion
• Used to personally planning and owning multiple sales campaigns
• Demonstrable infrastructure solution and services sales experience
• Credible technology and services knowledge and can articulate this well whilst communicating effectively with the client up to CIO level
• Enthusiasm, dynamism and initiative
• Proven experience of selling IT Managed Services / solutions and/or Enterprise class solutions
• Good business acumen and commercial awareness
• Experience gained working for a recognised IT reseller and/or vendor /manufacturer
• Proven record of successful negotiation at senior level
• Persuasive, motivated and tenacious