Enterprise Account Manager
- Builds strong professional working C-level relationships with the client. Establishes a high level of personal credibility as a trusted advisor to key client executives.
- Leverages executive sponsors and other company resources to strengthen the company’s relationship and credibility with client influencers and decision makers.
- Engages in the Relationship Assessment Program (RAP) where possible. Implements TCE initiatives that improve the customer loyalty index.
- Researches and understands the client’s industry. Deeply understands client business strategies and challenges.
- Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle. Advances opportunities that result in profitable revenue growth for the company
- Demonstrates breadth and depth of knowledge in aligning the company’s capabilities to client business and IT priorities, and positioning relative to competitors.
- Leverages existing engagements and run-rate business to seed and grow new opportunities.
- Advocates for client needs during sales cycle and in addressing any delivery issues.
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in the company-conducted surveys and reports.
- Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company’s presence and share in the account.
- Actively drives ABP results through effective account management and reviews.
- Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
- Identifies, nurtures, and closes new solution opportunities that result in substantial growth in the company’s share, revenues, and margin. Represents the entire company portfolio of products and services.
- Facilitates/engages with Solution Opportunity Approval & Review process (SOAR)
- Proactively protects the company’s position and claims the company leadership positions in strategic and emerging solution areas.
- Proactively engages and manages partners to strengthen solution capabilities and drive greater value for the client and the company.
- Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques
- Participates in/drives account Team Management
- Orchestrates all the company’s resources and sponsorship essential for executing the account business plan.
- Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
- Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
- Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for the company.
- Engages the company’s sales specialists, channel and alliance partners to fully leverage the company’s portfolio. Proactively engages partners to define and pursue joint growth opportunities with the account
- Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
- Drives the account internationally/Globally
Scope and Impact
- Typically manages 1 to many accounts.
- Typically qualifies and closes large deals of moderate to high complexity and cross-GBU scope.
- Works with all levels of decision-makers in the client organization including the CEO.
- Participates in account investment decisions in pricing and resources.
Education and Experience Required:
- University or Bachelor’s Degree; advanced degree or MBA desired
- Experience in IT industry
- Experience in vertical industry preferred
- Typically 12 years account management experience
- Extraordinarily strong track record of account management and sales performance
Knowledge and Skills Required:
- Uses consultative, solution selling and business development skills at the CXO level to align the client’s business needs with
- ‘s solutions.
- Highly developed business development and negotiation skills at the CXO level.
- Focuses on client’s key business challenges and drivers to position himself/herself as a trusted advisor at the CxO level.
- Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.
- Submits timely and accurate forecasts and continually coaches team to do same.
- Creates an account governance plan where EAM identifies, and leads the account team appropriately for the client’s needs and styles to continue to move a deal forward.
- Coaches teams on their individual contribution to their success in achieving the targeted business results.
- Strong coaching 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 the 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-portfolio, large deals.
- Demonstrates strong presentation and communication skills at the client CEO level.
- Adheres to SBC and the company’s code of ethics
- Deep knowledge of the vertical industry and the client’s position, challenges and strategy within the industry including security, risk and compliance issues
- Keeps abreast of industry trends as related to opportunities to create added value for the client.
- Demonstrates strong presentation and communication skills.
- Applies 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.
- Is considered an expert in knowledge of basic enhanced products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.
- Uses expertise in specialty, consultative, solution selling and business development skills to align the client’s business needs with solution.
- Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
- Demonstrates a successful ability to leverage the company’s portfolio of products and services to change the playing field against our competition.
- Expert in the sale of IT services and outsourcing
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