About the Role
This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an office.
You will manage one or several larger accounts or act as the account lead for a substantial part of a top account. You will be responsible for understanding the customer’s IT and business objectives, priorities, requirements, and challenges while adding value by implementing the company's strategy. You will drive business performance for all business units and manage the portfolio mix to optimize profitability of the account.
Your responsibilities will include pipeline building and supporting deal closing while orchestrating the deal team. You will build and develop relevant customer relationships with key influencers and decision makers and engage with the extended partner ecosystem to maximize the company's presence in the account. Continuous development of IT industry knowledge will be essential to position the company's portfolio effectively. You will also orchestrate and guide the extended account team members and act as the customer’s advocate within the organization.
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Responsibilities
- Articulate a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
- Influence decision-making of customer executives including C-level by credibly describing the value of the company's solutions.
- Build and execute a proactive plan to drive growth and profitability across the portfolio consistently.
- Translate customers' business challenges and goals into compelling IT opportunities.
- Maintain and develop a professional relationship network within the customer to maximize efficiency and effectiveness.
- Develop and maintain a comprehensive view of the partner landscape in the account and run an active governance process for the partner network.
- Continuously update expertise in IT technology and engage with the customer's CTO/CIO.
- Build, develop and lead the extended account team, providing feedback and development opportunities.
Education and Experience
- University or Bachelor's Degree preferred, or equivalent experience; Engineering or technology education, advanced degree or MBA desired.
- Typically 8-12+ years account management experience.
- Experience in the IT industry and working within customers is a plus.
- Strong track record of account management and sales performance.
- Experience in vertical industry preferred.
- Experience with big data, hybrid IT, IT services, digital business, information security, AI, and intelligent edge desired.
Knowledge and Skills
- Drives Results: Persistent and results-oriented with a strong will to win.
- Strategic Planning: Exceptional at articulating a vision for the future aligned with company strategy.
- Sales Execution: Efficiently deliver short-term sales engagements and objectives.
- Continuous Learning: Actively pursues own learning and shares knowledge.
- IT Industry Acumen: Comprehensive knowledge of IT developments and technology trends.
- Portfolio Knowledge: Understanding of products, solutions, and service offerings.
- Team Leadership: Ability to lead teams through sales engagements successfully.
- Relationship Building: Skilled in creating professional relationships across organizations.
- Communication: Active listening and relevant articulation of value propositions.
- Influencing and Negotiating: Leverage influencing and negotiation techniques effectively.
- Business Acumen: Understanding of business interoperations and economic implications.
- Operational Excellence: Consistency in operational success internally and externally.
- Integrity: Maintains integrity throughout complex situations.
- Vertical/Industry Knowledge Preferred: Understanding of the customer's industry landscape and digital journey.
- Consulting: Synthesize skills and knowledge to guide customers toward outcomes leveraging the company's portfolio.
What We Can Offer You
- Health & Wellbeing: A comprehensive suite of benefits to support your physical, financial, and emotional wellbeing.
- Personal & Professional Development: Investment in your career with programs to reach your goals.
- Unconditional Inclusion: A commitment to inclusivity in the workplace, valuing diverse backgrounds, and offering flexibility for work-life management.
