Account Manager DACH/ Benelux
About the Function
Drive deep and strategic customer engagement in the assigned set of (New Logo) accounts. This role specifies a complete account ownership and responsibility for new order booking (OB) and revenue, growing into P&L management of the account. The requirement is to bring in new accounts by beating competition and displacing incumbents and managing existing customers. Once penetrated, the goal will be to drive account level product penetration by upselling and cross selling into the account (improve product penetration ratio (PPR).
The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.
Purpose of your Role
• Ensuring revenue increases through newly acquired customers and an incremental wallet share from acquired or onboarded customers
• Achieving assigned OB targets
• Market penetration and new account break-ins, and then cross-selling into account to improve PPR
• Reducing churn over current market share
• Developing digital transformation deal funnel and driving pursuit strategy to closure
• Attaining domain knowledge, creating account development plans
• Working very closely with team of solutions architects, Commercial teams, sales specialists and technical managers, bid managers of New Logo RTM across region.
You will be : Someone who leads by example through action. You have a vision, you are courageous, you have integrity, and you are honest, humble and focused. You are a team player and used to work in multicultural environments.
You will be accountable for (Key Responsibilities)
• Drive enterprise business across given set of enterprise accounts, look at maximizing the wallet share for a customer and drive the account forward with a strategic approach in constructing a digital transformation solution for the customer.
• Making sure that BD teams, along with Bid management, solutions, legal and commercials are well aligned in stitching a deal together for a customer.
• Expand product footprint and account footprint across region by penetrating into competition accounts like a challenger with solution-based value proposition.
• Applying GTM themes to do consultative challenger sales at customer place.
• Creating industry / vertical wise break through plans on lines of digital transformation
• Discuss & implement a project after identifying the problem area internally with product & solutions team, setting up periodic bid calls between sales, legal, commercial, solution & product to deliver the desired solution to customer.
• Constant upgrade of skills by acquiring all Role based curriculum recommended Trainings & Certifications
Technical Expertise:
• Knowledge of technologies & services like MPLS, Internet, Ethernet & SDWAN
• Expertise in any of the technologies of Network/Data Centre/Security/Unified Communications/ IoT
Behavioural Expertise:
• A hunter and a strong self starter
• Highly proficient listener & consultative sales style with the ability to shape customer thinking
• Excellent communications skills in verbal, written and presentation forms at senior levels
• Acute attention to detail & organization
• Energetic and creative with an upbeat, positive attitude
• A team player who works well with others, who has strong influencing skills, and is creative and entrepreneurial
You have (Qualification and exp)
• Bachelor’s degree or master’s degree in Management with 3-5 years of enterprise sales experience. Prior experience of direct enterprise account management in DACH and/ or Benelux is mandatory.
• Should have worked with Cloud services, Telecom/IT/SI organizations in account management role.
• Any Technical Sales Certification in Cloud, Hosting , Security , UCC & Managed Services would be preferred . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would be an added advantage.
• Certified in Account Management; Certified Sales Specialist by Cisco /MS preferred. Certified in Innovation & Creativity, Market development initiatives/territory penetration is an added advantage.
• The candidate needs to be located in region (Germany or Benelux)
• Good knowledge of English as well as fluent in German or a Benelux language is mandatory.