Account Manager - IT Sales

Account Manager (IT Sector)

Duties will include :

• Tele-account management of our Client's Certified Partners (through inbound and outbound contact); tele-engagement with these partners with the objective of building relationships to be able to understand their business and recommend relevant solutions and programmes that add mutual value to both our Client and the partner including GTM campaigns and Certified Partner Programs


• Maintains a breadth of interaction across all dedicated Partners (at a frequency of approx. once per month) but ability to focus engagement on the high-revenue potential partners


• Builds relationships and rapport with our Client's Certified Partners and develops an understanding of the partner's business to establish credibility and add value


• Responsible for managing the partner 'contact' satisfaction and providing a consistent experience for our Client's tele-managed Certified Partners


• Organizes and plans day effectively to achieve established goals and objectives


• Prepares for individual calls (reviewing Activities, open opportunities and service requests) to maximize effectiveness and the productivity of the partner contact time; balances relationship-building, programmatic and campaign-oriented activities


• Probes and explores partner's opportunities and challenges through effective questioning and active listening; establishes core competency(s) and understands the partner's business model; generates interest and creates a solid value proposition; supports the partner in effective and appropriate use of MSPP benefits


• Active management and support of partner's opportunities (from 20% sales stage to win/close) through periodic partner contact and engagement with the opportunity originator (Mid Market Sales Rep, BPA, LOM etc.), maintaining the end customer's satisfaction


• Responsible for maintaining the data integrity of the dedicated Partner Accounts and Contacts; accuracy and clarity of data entered in the PRM tool


• Follows escalation / transfer and complaints procedures and works within defined Service Level Agreements; sets appropriate partner expectations


• Actively participates in trainings and briefings; committed to self-development and continuous improvement


• Provides support for new recruits and openly shares best practices for the benefit of the organization

Experience:

• 1-2 years field or tele-account management experience preferably in the IT industry


• Proven track record of working with business partners or customers to deliver results


• Leaving certificate or equivalent qualification


• Fluent in the local language, both written and oral

Desirable:

• University / College degree or equivalent qualification - preferably in Business, IT or Marketing related


• Demonstrable evidence of owning and closing business


• A solid understanding of the indirect sales model (selling through business partners)


• Working knowledge of English, both written and oral (in countries where English is not the first language)