Job Description :
Manages a key global account. Drives strong business performance and manages one Corporate Account spanning across multiple business units and countries.
Builds and sustains executive-level relationships, manages account-level profitability, directs and grows team members, and delivers superior client loyalty, all demonstrated through a strong mix of the company’s portfolio.
Reports outside the country sales organization but does manage directly local sales resources.
Client / Account Relationship
Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account.
Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel.
Acts as business partner to account and "extension" of the customer's IT management team.
Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for the company.
Leverages the full company portfolio to add significant value to customer's business, continuously improve account profitability for the company and expand the company's share of wallet of the customer spent.
Actively engages the Executive Sponsor and other senior company executives to build strategic relationships with the customer which ensure long-
term business opportunities for the company.
Builds monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break- through initiatives.
Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to the company, representing the entire company portfolio of products and services.
Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.
Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the company internal stakeholders in the GBU's and the countries / regions.
Provides the business rationale and risk assessment for making company investments in the account.
Meets quarterly and annual sales goals, and coaches company resources to meet and exceed targets
Account Team Management
Orchestrates the resources and sponsorship essential for executing business effectively on a global scale. Engages company sales specialists, channel and alliance partners to fully leverage the portfolio of company solutions;
optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.
Coaches account team members to optimize performance and to enable broader and deeper client engagement.
Coordinates all company activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-
going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated.
Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.
Actively engages the Executive Sponsor and selectively leverages other senior company executives to build strategic relationship which favorably position long-
term business opportunities for the company and are complimentary to overall account activities.
Drives integrated planning and coordinated sales execution effectively.
Identifies and grows key performers and develops a succession plan.
Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers
Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges; demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals.
Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.
Education and Experience Required :
Bachelor's Degree, MBA desired.
8-10 years account management experience.
Experience in IT industry and in vertical industry preferred.
P&L and risk management skills and experience required.
Knowledge and Skills :
Account / Business Development
Uses consultative, solution selling and business development skills to align the client's business needs with the company's solutions.
Highly developed business development and negotiation skills.
Focuses on client's key business challenges and drivers to position himself / herself as a trusted advisor.
Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.
Establishes the overall account sales strategy and drives execution through rigorous reviews and disciplined application of sales tools (Siebel, TAS,).
Ensures submital of timely and accurate forecasts and continually coaches team to do same.
Actively seeks breakthrough and new opportunities by shaping demand, leading client discussions, and offering insightful approaches to solving client business challenges.
Account / Team Leadership
Effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
Strong employee management and team leadership skills.
In-depth knowledge of client's business, organizational structure, business processes and financial structure.
Develops a comprehensive business-case approach in crafting client proposals and in Company internal requests for resource and / or investments.
Attracts, leads, and retains global resources.
Expertise in managing end-to-end sales processes involving complex, multi-country, multi-business unit deals.
Keeps abreast of industry trends as relates to opportunities to create added value for the client.
Knowledge of industry and client's security, risk and compliance issues.
Demonstrates strong presentation and communication skills.
High-level of vertical industry knowledge and account expertise.
Apply IT best practices specific to the client's industry.
Knows the company's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.