Key Account Manager
Bytes Managed Solutions
Cape Town Central, South Africa
15d ago

Job Description : MAIN JOB PURPOSE :

MAIN JOB PURPOSE :

To build strong and scalable relationships with key industry players, to attract new customers, generate leads, opportunities and ultimately coordinate collaborative sales efforts across functions in support of overall business growth.

Responsible for developing sales of company products to a number of designated accounts or assigned product lines. Expected to contribute to company's sales revenue and may operate nationally.

Negotiates at high level, usually within defined limits of discretion.

KPAs :

CONDUCT ONGOING SECTOR / INDUSTRY AND PROSPECTIVE CUSTOMER RELATIONSHIP MANAGEMENT TO CREATE DEMAND :

  • Manage sales accounts and customer relationships in consultation with the Pre-Sales and Bid Management teams
  • Build and retain strong and scalable inter-personal relationships with key industry players and prospective customers;
  • Understand current and future customer and solution requirements;
  • Generate pipeline of sales opportunities at each customer and prepare and present customers with proposals (drawing on Sales Enablement where necessary for support)
  • Keep abreast of sector / industry changes, and actively explore networking opportunities such as conferences, thought leadership forums etc.;
  • Attract new relationships with new customers by directing and supporting collaborative sales efforts to grow one or more assigned solution;
  • Understand the business roadmap and requirements for potential customers;
  • Collaborate with Bytes MS and Altron solution providers to leverage opportunities in the verticals to create demand and customer stickiness
  • Actively drive and follow through on qualified opportunities;
  • Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and
  • Provide continuous, accurate and consistent feedback to prospective customers.
  • ATTRACT NEW CUSTOMERS / ACCOUNTS IN ORDER TO GROW THE BUSINESS :

  • Ensure a clear understanding and interpretation of the Bytes Managed Solutions solution portfolio;
  • Lead demand-generating marketing and sales activities in the assigned market for the assigned solution;
  • Collate detail on new business (pipeline, pending and actual new business) and present the progress and successes of performance against the Business Development objectives, targets, as well as against competitive benchmarks;
  • Track and report on opportunities.
  • Convert sales opportunities to wins and invoice.
  • Track billing and survey customer satisfaction
  • Liaise with internal solution crafters and developers on new solutions and customer requirements to drive Lead / Opportunity Conversion Rate;
  • Be a subject matter expert on current and new solutions;
  • Participate in the design and development of new solutions to grow the business;
  • Collaborate closely with the relevant Service Delivery Manager, Bid Manager, Contracts Manager and supporting team members to deliver bids / proposals / quotes for the customer; and
  • Advise the Pricing and Decision Support function on the most appropriate solution Pricing Schedules to be applied during bid / proposal / quote development.
  • Source and distribute relevant thought leadership and marketing material to customers.
  • Support, adhere to and leverage the internal Bytes MS bid management process
  • Job Requirements :

    Qualifications / Experience :

  • Relevant Masters / Bachelor degree in IT or equivalent
  • At least 7 years Business Development and Solution Sales experience
  • Proven track record in attracting, leading and closing major deals
  • Knowledge :

  • Knowledge of key industry / solution players
  • Sound knowledge business and industry standards
  • Knowledge of technology and technological environments with specific focus on the customer’s particular market
  • An understanding of the purpose and composition of Service Level Agreements
  • An understanding of ITIL methodology and ISO standards
  • Skills :

  • Financial acumen
  • Business acumen
  • Excellent verbal and written communication skills
  • Strong intra-personal relationship management skills
  • Computer Literacy with very strong PowerPoint, Word, Outlook & Advanced Excel skills
  • Proposals / Report writing
  • Strong presentation skills
  • Attitude / Behaviour :

  • Flexibility and adaptability (responsive to the external environment and customer requirements)
  • Internal and External Brand orientation
  • Results and Achievement Orientated
  • Drive
  • High standards of Integrity
  • Collaboration
  • Networking and Negotiation
  • Apply
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