The job involves managing one or several larger accounts and acting as the account lead for a substantial part of a top account. The successful candidate will understand the customer’s IT and business objectives, priorities, requirements, and challenges, adding value by implementing the company's strategy. The role drives business performance across all the company's business units and manages the portfolio mix to optimize the profitability of the account. Responsibilities include pipeline building, deal closing, and orchestrating the deal team while building and developing relevant customer relationship networks with key influencers and decision-makers in IT and business.
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Responsibilities:
- Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions.
- Builds and executes a plan to drive growth and profitability across the company's portfolio, in a structured and recurring way.
- Engages with the customer to identify opportunities and translates customers' business challenges and goals into IT opportunities.
- Develops and updates expertise in IT technology and engages with the customer's CTO/CIO as appropriate.
- Builds, develops, and leads the extended account team, establishing a recurring process to provide feedback.
- Develops and executes a comprehensive account business plan for defined accounts, managing both strategic and tactical elements.
Education and Experience:
- University or Bachelor’s Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
- Typically 6-10+ years of account management experience.
- Experience in the IT industry preferred; experience working within an IT department and/or with customers is a plus.
- Experience in vertical industry preferred.
Knowledge and Skills:
- Drives Results: Shows strong will to win and has a clear results orientation.
- Sales Execution: Efficiently delivers on short-term sales engagements and objectives.
- Team Leadership: Skilled at leading teams successfully through sales engagements in a complex matrix organization.
- Two-way Communication: Able to listen actively and articulate value propositions relevant to the customer.
- Business Acumen: Understands how different parts of a business interoperate to produce strategic outcomes.
What We Can Offer You:
Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial, and emotional wellbeing.
Personal & Professional Development: We invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have.
Unconditional Inclusion: We celebrate individual uniqueness and have the flexibility to manage our work and personal needs.
Job Level: Expert
