About the Role
Mission / Role Purpose
Bring new business by establishing direct contact with customers, maintaining strong existing relationships with large-scale accounts across different functions, and driving growth in orders and revenue. Enhance and maintain customer satisfaction by developing strategic relationships to align solutions to customers' business and IT initiatives and needs. Develop and manage professionalism, best practices, and deliverables for each member of the extended account team to distinguish us from other service providers.
- Generate new pipeline and business (orders and revenues) by engaging with customers at various levels (operational, management, and executive) to drive growth in services/solutions by creating value and bringing innovation to a customer’s business.
- Map the market through an understanding of market trends and dynamics.
- Develop account strategy for various accounts, considering the customer's competitive landscape.
- Create a customer information repository with details on IT spends, current service providers, renewals, pain points, mapping with respective solutions for all customers in the Target Market List.
- Leverage existing relationships with relevant ecosystem partners to expand the customer engagement model and create opportunities where we can engage third parties to provide unique business value to the customer.
- Develop opportunities in the designated Target Market by identifying new sales opportunities through a combination of warm calling, premise visits, networking, lead generation, proposal submissions, and customer appointments.
- Engage with current and potential customers at multiple levels to understand their overall strategy and key business drivers, and develop a roadmap with the customer that facilitates closure of contracts for network services, solution sets, IS procurement, and value-added surround services.
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About You
- Proven record with strong, reliable contacts and relationships with customers in large enterprises.
- Proven track record in sales and achievement of quotas.
- Sales hunter mentality to prospect, qualify, and close new business.
- Strong understanding of the market and technology vendor landscape in digital infrastructure, security, managed services, and digital experience.
- Ability to engage and partner with customers and internal staff as required.
- Experience working in a virtual team environment.
- Ability to identify and qualify revenue-generating opportunities.
- Ability to draw upon experience and relationships to gain access to new accounts.
- Degree in Business, Finance, or other relevant fields (or equivalent).
- Master of Business Administration or other graduate-level degree is preferable.
- Membership in related professional organizations.
- Certifications/accreditations in relevant areas.
- 15 years of experience in consultative selling to and relationship management of large multinational corporations.
- Experience in creating solutions for customers based on their business and IT initiatives rather than on an individual company’s product offering.
- Experience selling to and managing customers with managed services in WAN, LAN, hosting, messaging, security, and application performance optimization.
- People management experience, able to act as a team lead coordinating/managing a group of individuals transversally for specific opportunities, potentially crossing regional boundaries.
What We Offer
- Global Opportunities: Work in multi-national teams with opportunities to collaborate with colleagues and customers from all over the world.
- Flexible Work Environment: Flexible working hours and the possibility to combine work from the office and home (hybrid ways of working).
- Professional Development: Access to training programs and upskilling/re-skilling opportunities.
- Career Growth: Internal growth and mobility opportunities within the company.
- Caring and Daring Culture: Health and well-being programs and benefits, diversity & inclusion initiatives, CSR and employee connect events.
- Reward Programs: Employee Referral Program, Change Maker Awards.
Diversity and Inclusion
Regardless of your age, gender identity, race, ethnic origin, religion/belief, sexual orientation, marital status, neurodiversity, disability, veteran status, or appearance, we encourage diversity within our teams as it strengthens the collective and acts as a driver for innovation. We are a disabled-friendly company and equal opportunity employer: please don’t hesitate to inform us about any specific needs you may have.
