Job Description

Main PurposeTo maximize revenue opportunities through establishing, developing and maintaining long-term relationships with strategic customers as well as defining and executing sales strategies that focus on increased sales and profitability.Managing strategic accounts and delivering profitable, long-term revenue from nominated accounts.Ensuring delivery of annual revenue targets through delivery of information, communication and technology solutions.Establishing appropriate relationships with customers and leverages those relationships to achieve financial targetsWork collaboratively to set up service relationship for nominated accounts.Serve as the primary relationship owner for an assigned group of top tier client accounts with responsibility to retain and grow these accounts.Key Performance AreasDeliver on Sales strategy (Target)

• The Senior Key Account Manager will be assigned customer accounts that sit in the Top 350 company accounts to manage. Robust account plans to achieve sales objectives will need to be delivered. Account plans should include the revenue potential for 1-3 years and the associated strategy to achieve this revenue.

• Implement commercial strategies and then execute in line with company policies.

• Generate and maintain opportunity pipeline and credible business revenue forecasts order to meet sales targets.

• Present Company services and offerings to assigned/new customers while leading account planning cycles and ensuring that the customers' needs, and expectations are met.

• Proactively assess, clarify and validate customer requirements on an on-going basis.

• Implement a detailed sales strategy for all strategic accounts

• Track and record sales activities on all accounts on SFDC.

• Collaborating very closely with teams from other departments within Company. Partner with internal crossfunctional teams to understand customer goals and key performance metrics

Build and grow client Relationships to ensure excellent customer experience

• Understand clients' business and generate new ideas to improve the customers' business. Expanding the customer stakeholders beyond ICT to strategic business owners (CMO, CFO, COO, CEO) who own the budget and/or can influence the buying decision.

• Build trust, credibility, and client referrals.

• Maintain or improve account profitability by customizing solutions as per customer requirements

• Oversee the execution of the complete sales process for all customers, including: customer request handling, customer information gathering, finalisation of product specification and selection and SLA negotiation and finalisation

• Ensure all after-sale customer queries or issues that come through sales department are properly handed over to customer care

• Ensure all support departments are adequately briefed on customer details, to enable delivery of the order and adequate after sales customer support.

• Conduct business professionally and ethically by adhering to all company policies, procedures and business ethics codes

• Resolve any issues and problems of Company customers and act as an interface between Company customer and the internal teams. Ensure that exceptional customer experience is achieved by timeously escalating interdepartmental problems

Maintaining a clear forecast of opportunities and developing a sales pipeline to reach sales targets

• Responsible for generating leads and developing a revenue pipeline for the account for the next 1-3 years. Accountability for executing a gap plan if the revenue pipeline does not meet the assigned budget set for each Senior Key Account Manager

• Identify and establish relationships in new and existing geography and segments

• Provide pre-sales and after-sales assistance in bid/tender processes

• Manage customer relationships with allocated and new clients

• Deliver presentations and propose consultation- based solutions

• Keep abreast of market changes and have a broad understanding of Information, Communication, Cloud and Technology Services. Utilize market dynamics, competitive pressure and best practices to formulate new strategic account value propositions.

Key Decisions:Decides on account strategy and client account planDecides on Proposed Customer SolutionDecides on Partnerships and possible coloration with OEM'sDecides on customer engagementDecides on appropriate proposals for relevant clientAccountable for:Accountable for delivering presentations and propose consultation-based solutionsAccountable for providing pre-sales and after-sales assistance in bid/tender processesAccountable for generating leads and developing a pipeline for selected segment within CompanyAccountable for customer relationships with allocated and new clientsAccountable for generating leads and developing a pipeline for all sales segments across CompanyAccountable for tracking and recording sales activities on all accounts on SFDCFormal Qualifications Required

• Related University degree/Formal Technology qualification - Essential

Job Related Experience Required8 years sales experience - EssentialJob Related Knowledge Required

• Business Acumen - Essential

• Proficient in MS Office - Essential

• In-depth knowledge of the ICT technology environment as regards Cloud, Cyber Security, Layer Two services, etc - Essential

Job Related Skills Required

• Entrepreneurial skills - Essential

• Negotiation skills - Essential

• Communication skills - written and verbal - Essential

• Project management skills - Desirable

• Presentation skills - Essential

• Proposal Writing - Essential

• Planning and organising skills - Essential

The Focus Group