United Kingdom : South East : Milton Keynes
We are the owners of our own behaviours and the impact it has on others. It is our individual behaviours that contribute to the collective behaviours. Our collective behaviours are what creates our culture and delivers the results. This means that we are all responsible for creating the culture at T-Systems and we all have an impact on the business results. Ultimately, it is our people that make it happen! #peoplemakeithappen
Account Management will focus on execution of the 6 phase Account Planning Process by
Executing Account Strategy
- Using the T-Systems Sales Process
- Execute Relationship Management on Account Level
- Close cooperation with MD, Sales colleagues Bid manager, BO and local peers from Finance and Delivery and global account teams to drive deals
- Ensure achievement of order entry target (with profitable core business)
- Monitor Account Performance
- Monitor Account KPIs
Create Account Profile
- Define Account Holistic Structure
- Analyse Account's Business
- Describe Account's Facts and Figures
- Describe our Current position with Pros and Cons
Analyse Current Account
- Analyse Budgets and our own contracts
- Show competitors contracts
- Illustrate opportunities and budget coverage
- Analyse relationships and create power map
- Gather current portfolio map
Strategize - Plan Future State
- Create vision and derive growth strategy
- Analyse prioritised Customer challenges and problems
- Map T-Systems Services and offerings onto Customer challenges and problems.
- Generate Account Leads and plan Activities for qualification
- Create Account Roadmap
- Discuss Account Plan with customer
- Conduct Account Plan Review
Review Account Performance
- Conduct Planned Account Review
- Conduct Unplanned Account Review
- Discuss Account Performance with customer
- Review Sales Activities
Responsible for driving and development of proposals
- Qualify Sales Lead and Opportunity Mgt.
- Create Sales Lead and Specify Potential
- Assign Sales Lead for Qualification
- Qualify and Substantiate Sales Lead
- Verify Sales Lead with customer
- Close Sales Leads
- Monitor Sales Leads
- Record Sales Opportunities
- Consult on the creation and review of the Sales Opportunity Plan
- Responsible for approval of offers being made to Customer
• Specify the educational background, qualifications and experience that would typically be required to perform the job fully and effectively.
• University level qualification or relevant industry experience
• Knowledge of ICT market trends is necessary
• Proven track record in an ICT outsourcing sales environment and can demonstrate prior results / successful target achievement
• Experienced customer-oriented listener, problem solver, shaper and challenger
• Ability to form, lead and manage multi-disciplinary virtual teams with a results-oriented approach in a matrix management environment
• Familiarity with, or willingness to learn, T-Systems Sales processes
• Excellent English language speaking and writing skills. Knowledge of German language advantageous but not essential
• Willingness to travel to Ireland and within UK when required
• Communication & presentation skills – is a rounded communicator and is confident at presenting and credible at senior management level
• Business Acumen - had good knowledge of IT outsourcing industry and is highly aware of the trends of the IT industry and customer sectors
• Prioritisation Management – can prioritise their days to day activities with no supervision
• Networking skills - has an establish network within organisation and some level of external network
• Coaching – has experience of coaching several people at varying levels across the business
Rachel Brackley
+447813350814
r.brackley@t-systems.com
About the company
Deutsche Telekom AG (German pronunciation:; short form often just Telekom or DT; stylised as ·T·) is a German telecommunications company that is headquartered in Bonn and is the largest telecommunications provider in Europe by revenue.
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