Job description
The incumbent will be expected to:
Manage your sales pipeline and prepare accurate sales forecasts and advance opportunities to close deals. Ensure all reporting related to the position are prepared and presented in a timely manner.
Meet and exceed revenue targets and ensure all metrics of YTD Sales and Retention are met and exceeded.
Develop and implement client account plans
Build strong strategic relationships at mid and senior level within customer base and have regular meetings, SIP (Service Improvement Plans), ensure customer concerns addressed. Grow account by understanding clients needs, to leverage IS Solutions to meet the customer’s business needs, to grow relationships with a longer term focus.
Proactively assess, clarify, and validate client needs on an ongoing basis.
Maintain high customer satisfaction ratings that meet company standards.
Be assertive in your approach and display excellent persuasion and influence ability.
Be an expert presenter and use your initiative to drive innovation and identify potential opportunities.
Have good understanding of all IS solutions with broad knowledge across multiple different solutions or areas with a sound level of industry knowledge and commercial acumen. Keep up to date with industry trends
Understanding of SEF, Segmentation, Virtual Teams, Account Plans, DC and other IS Sales tools.
Know all processes (ISPIC) and how to use all systems relevant to the position
Work with internal departments (Support, Projects, Finance and Networks) to escalate technical, financial and product issues as needed in order to meet account performance objectives and clients’ expectations.
Live IS’s High Performance Culture values every day
Most importantly, we need you to be passionate about service and the client’s business, show our clients how we can best deliver value to their business, drive sales and ultimately make sure that they are satisfied.
Here’s what we are looking for in candidates for this job:
Key requirements:
Bachelor’s or higher is required, preferably in Information Technology or Business
At least 3 years’ experience in Enterprise Account Management, preferably within the ICT sector.
Strong customer relation skills and account management skills
Proven sales leadership and client engagement experience
Strong communication and negotiation skills
Networking and experience in enterprise sales is required.
Proven success in consultative selling and collaborative sales models is required, having demonstrated success in delivering on sales targets consistently.
Enjoys selling, retaining and winning accounts.
Demonstrate knowledge and understanding of ICT industry environment and business needs.
Deep subject matter and product expertise would be an advantage.
A good understanding of the vast range of IS Solutions offerings
Computer literate with strong MS Office skills
Key abilities required:
Good client relationship building and account management skills
The ability to recognize opportunities for future business within an account and ensure account growth.
Proven Solution Selling and Consultative sales skills.
Proven over achievement of sales targets.
Effective interacting and relationship building at senior C levels as well as technical levels within the client environment and grow relationships with a longer term focus.
Team player able to collaborate with others in the sales process. Build relationships internally and externally. Interpersonal skills with the ability to develop and maintain solid stakeholder relationships
Possess the ability to persuade, negotiate and influence key stakeholders.
Possess excellent communication skills (both verbally and written) and excellent presentation skills.
Work independently, using initiative.
Attention to detail.
The ability to learn quickly and apply knowledge.
Possess the ability to manage urgent and complex tasks simultaneously.
Possess the ability to establish and manage processes and practices through collaboration and the understanding of business.
Self- motivated, hardworking, sociable, and driven by professional success
