Key Account Manager

• To meet quarterly revenue & margin sales targets in the relevant territory / region.
• The Account Executive role is a direct sales position in each territory and suitable for those that have a proven track history of meeting and overachieving targets.
• Individuals should come from an IT sales background or similar
• It is expected that the successful candidate should utilize an aggressive and entrepreneurial minded approach to consistently grow business volume by identifying and closing opportunities in the assigned territory.
• He or she should have skills in basic sales principles such as lead generation, qualification, presentation, proposal development, contract negotiation and closure.
• The complete Solution range as grouped across 5 Pillars (Office Productivity, Infrastructure Solutions including AV technologies, Cloud Technologies, Cyber-Security & DEVOPS + Analytics solutions) will be the main focus of the successful candidate s sales effort.
• The person selected must be an excellent communicator and will have the intellect to absorb an ever-changing landscape of technology change

KEY RESPONSIBILITIES:

• Focus on the complete set of Company products group and win new-name accounts and managing and developing an existing set of enterprise customers.
• Sell the complete set of products to a specified set of industry verticals mainly as outlined in your Sales and Compensation Plan
• Establish, nurture and manage all facets of sales relationship with the assigned enterprise accounts and targeted new-name opportunities.
• Develop sales strategies and plans ensuring that day-to-day business activities result in initiatives based on core product strengths, products and the professional services that can be sold.
• Manage the process of proposal assembly, approval and presentation and the negotiation of contractual arrangements.
• Maintain contact with client executives to ensure that the products and services are delivered in a timely manner and that the clients expectations are met.
• Ensure that the business being sold conforms to Companys strengths and commercial objectives and is sold at commercially acceptable margin.
• Achieve sales of products in-line with pre-defined sales targets.
• Calls on accounts, provides product information and/or presents demonstrations of how the product/ service will meet the customers needs. Typically closes the sale with or without the assistance of a sales/ technical support team.
• Must be able to develop and deliver responses to customer and prospect technical inquiries, including tender and request for information with the professional services organization.
• Maintains a cordial working relationship with key clients and potential clients to ensure that we are considered a business partner and to identify business opportunities as they arise.
• Ensure that adequate control and diligence is maintained on Accounts Receivables within your assigned territory and with your customers / reselling partners
• Liaise with OEM Partners & Distributors to extract appropriate support from them as well as guard against channel conflict.
• Must be able to qualify customers and key accounts accurately and forecast potential sales with complete integrity.

KEY RESULT AREAS:

• Achieve pre-defined sales targets of Revenue and Margins
• Client-base development (adding new logos to existing database of customers)
• Strengthening relationship with OEM Vendors & IT Distributors
• Account Maintenance
• Sales Support
• Market Awareness, Intelligence and product visibility

RELEVANT EXPERIENCE:

• 4+ years sales experience in the IT sector, selling to End-user accounts
• Exposure to Cyber Security, Infrastructure Solutions & Cloud Technologies is desirable & preferred.
• Must have demonstrable ability of cold-calling, account building and maintenance, and closing sales opportunities
• Demonstrate an ability to effectively manage various tasks and projects.
• An ability to communicate to C level executives mandates an Excellent verbal, presentation and written skills which are essential

QUALIFICATIONS:

• Degree in any discipline
• Added qualifications / certifications in: Product, Candidates who have undertaken Soft skills Training / Certifications in Negotiation, solution selling, conflict resolutions and business operations would be added advantage

PERSONAL ATTRIBUTES:

• Ability to solve problems and provide alternative solutions
• Highly developed technical ability and thinking
• Team player and business partner
• Excellence in business ethics and integrity
• Ability to perform under pressure
• Demonstration of on target sales performance
• Ability to operate within reasonable expense limits
• Ability to quickly grasp varied Solutions / Services and technologies Be self-driven, self-initiated without the need for a lot of supervision
• Establishment and effective use of internal and external relationships