Job Description
Responsibilities
General overview of the role:
You will be responsible for ensuring the relationship with a set of named customers is measured, managed and developed positively over time.
Skill Requirements
Experience
General overview of the role:
You will be responsible for ensuring the relationship with a set of named customers is measured, managed and developed positively over time.
Job responsibilities and duties
- Manage a large set of defined customer accounts
- Customer Strategy and Account Planning
- Customer Commercial Management
- Customer Assessment and Feedback Management
- Customer Relationship Management
- Customer Marketing and Sales Support
- People and Partner Management
Skill Requirements
- Creating attack plans/activities plans for each quarter for the territory to acquire target accounts
- Creating attack plans /activities plans for each quarter for the territory to achieve plan revenues
- Winning new license sales revenue in line with quarterly targets
- Developing profiles of targeted accounts within the industry sector
- Driving the implementation of sales and marketing campaigns
- Generating and following up on leads, qualifying leads and prioritizing opportunities in Pivotal
- Produce an accurate monthly forecast and pipeline through Pivotal
- Marshalling internal and Partner resources to conduct campaigns
- Developing, extending and maintaining relationships with the appropriate staff
- Facilitating and nurturing Senior Management relationships to generate active sponsorship of client
- Maintaining an understanding of client's strategic direction and interpreting its relevance to industry sector
- Maintaining an awareness of client's current and future application products and services
- Maintaining an understanding of competitive activity relevant to industry sector
- Overall 8+ years of experience in selling software products & tools
- Knowledge of mainframe modernization tools will be an added advantage
- Knowledge of system integrators in outsourcers will be desirable
- Knowledge of application assessment software products
- Experience in handling large complex sales
Experience
- Over 10+ years successful sales experience and a proven track record of driving business for IT software & services across industry or sector
- Proven new business development skills within an industry
- Enterprise applications software experience
- Proven experience in managing and negotiating large, complex business development initiatives from start to finish
- Ability to determine strategy and tactical plans that deliver tangible value to the marketplace
- Effective communication & interpersonal skills, including virtual teaming skills
- Ability to self manage and prioritize workload
- Customer Satisfaction measurement and management
- Strong executive selling skills as well as demonstrated success in stabilizing and developing client relationships