Sales Accounts Director
Our client is a leading multinational in the IT sector who currently require an experienced Account Director to focus on developing multiple client accounts in the Financial servicessector.
This is a quota carrying position, with compensation based on achievement of a revenue target for all products and services.
Key Responsibilities
Strategic Account Planning
Research the client environment in order to understand the issues and opportunities for company solutions.
Build relationships with the key players in the client account and determine sales strategy with messaging tailored for each stakeholder.
Understanding of political relationships and their impact on buying behaviours within the client account, in order to determine the appropriate sales approach for each level within organisation.
Develop compelling Value Propositions that resonate with our clients and can deliver high business value.
Managing the Sales Process
Manage sales activities by ensuring sales related activities gain client commitment, build momentum and accelerate sales cycles.
Work through the sales process with key players to minimise issues in the close of an order and ensure and client objectives are met in the agreed timeframe.
Effectively advise and influence clients through consultative selling techniques and relevant marketing campaigns.
Leadership
Managing, coaching and motivating a virtual team of industry and technical expertise to maximise credibility within the client account.
Build credibility as the escalation point for all account issues during the sales campaign and during implementation.
Demonstrate thought leadership with our clients through knowledge of their specific industry and how the company delivers value for similar clients.
Communicate with and escalate to senior management on key topics concerning the opportunities and threats within the account.
Planning, Forecasting and Reporting
Ensure that forecasting is accurate with regards to the value, timeline of closure and probability of closure.
Analyse sales activity data, the team's P & L and develop the necessary sales contingency plan to ensure financial profitability and success
Utilise a structured approach for identifying and measuring the quality of potential new streams of business.
Requirements
We are seeking an experienced Account Manager/Director with sales talent with a first-rate work ethic.
The ideal candidate will have 8 to 10 years IT Solutions/Data Analytics Account Management experience in the Finance, Telco or Retail sector.
Knowledge of the Business Intelligence, Data Warehouse or Data Base Management System marketplace.
Experience demonstrating success over a number of years with long running complex sales cycles.
Experience in selling complex technology solutions, i.e. a combination of hardware, software, professional services for implementation and services for support and maintenance tailored to address a “unique” client issue. The successful candidate will have experience selling and supporting the delivery of large services engagements including projects and managed services. This will be a key aspect of the selection process.
Typical recent sales experience will involve selling to multiple departments, multiple levels within a company over a sustained period measured in years not months. Our sales campaigns usually touch both business and IT so a candidate must be comfortable in both areas and be prepared to learn a complex set of technologies to an appropriate level.
Candidates must be able to demonstrate that they have experience in leading an internal team of technical, business and managerial resource over the entire sales cycle from planning through to execution of the order and post-sales support. They must demonstrate an ability to influence, coach, motivate and inform others and promote teamwork.
Proven client relationship skills, and experience working with clients at Executive/Director level, on a regular basis.
Excellent presentation, communication and interpersonal skills must be demonstrated throughout the selection process for this role.
