Job Spec

Senior Account Executive

Cape Town, WC
Sector: IT / Computers / Software
Posted: Sunday, 30 December 2018
Reference: JM08/12/18

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Job Details

An IT solutions company are looking to add a Senior Account Executive to their team.

Lead the customer engagement
Take the lead of large and strategic customers that operate within the domestic or international market segments. Senior Account Executives understand the customer’s business and passionately strive to understand how technology and digital transformation can enhance and improve their business operations.

Develop account strategy
Working individually and in teams with our customers the Senior Account Executive develops business plans that demonstrate an in depth understanding of our customers business environment to achieve successful outcomes for our customers and for the Company. Building long term relationships with our customers is a key attribute to achieve a successful account strategy.

Ensure customer satisfaction
Customer satisfaction is the golden thread throughout all our business relationships. The Senior Account Executive is the custodian of maintaining our high customer satisfaction standards whilst achieving the commercial targets set by the business. Customer satisfaction is maintained across all engagements including projects and managed services.

Influence customers, generate demand
The ability to influence customers from C-Suite executives through the organization to technical specialists is essential in generating demand and articulating how the Company can add value through our services and solutions. They leverage their relationship skills and knowledge of the client environment to assist and influence the client at every stage of the buying criteria, and to position the Company favourably compared to competitors. They can influence and work closely with vendors, partners and internal employees to achieve the required results.

Develop and grow profitability
The Senior Client Manager approaches the management of his/her account in a systematic way by identifying the strategy they will use to develop and grow the account profitably.

Skilled use of our tools and playbooks
They use the Company’s sales tools (e.g. Microsoft Dynamics) and playbooks to skilfully manage their accounts, opportunities, pipelines and forecast. Accurate forecasting is at the heart of the Senior Account Executive playing a leading role in the growth of the Company and the bridge between the operational execution and strategy of our business.

Maintain governance
The Company works with large multi-national customers who rely on our governance standards to meet their industry governance criteria. Senior Account Executives must respect, maintain and assure these standards in order to minimize risk to our customers. These governance standards include industry standards such as ISO, GDPR. POPIA and financial control standards. Anti-corruption is embedded in the Company and the Senior Account Executive must maintain these standards and be able to influence and win business.

Commercial acumen
Unpacking customers’ financial results and being familiar with financial terms is a key differential of the job. Typical deal sizes on strategic accounts are large and complex and the Senior Account Executive must therefore be able to structure complex ROI and financial models for customers. The Company’s commercial team will work closely with the account team to develop these models but the Senior Account Executive leads the engagement.

Leadership qualities
The Senior Account Executive is an extension of the Company’s leadership and must therefore manage and project the corporate messages across customer and staff engagements. Teams that engage with customers look to the Senior Account Executive to represent the values of the Company as a model corporate citizen.

• Take the lead on large and strategic customers
• Develop effective account strategies to maximise customer value and the Company’s profitability.
• Ensure customer satisfaction as the golden thread through all customer engagements
• Influence customers at C-suite level to articulate the Company’s solutions and value proposition to generate demand.
• Develop and grow the profitability of the Company in the key and strategic customer portfolio
• Effectively use the Company’s sales tools to maintain the highest standards of forecasting
• Maintain the high governance standards of the Company to assure the integrity of all business relationships
• Display commercial acumen commensurate with the Senior Account Executive role
• Display leadership qualities as an extension of the Company’s leadership team

• 6 – 8 years’ work experience
• At least 6 years’ work experience in a Sales or similar environment
• General Qualification in Sales (Degree / Advanced Diploma)
• Honours / Postgraduate Diploma

Personal Competencies:
• Demonstrate leadership qualities
• Good client relationship building and engagement skills
• Able to work well in teams
• Able to work independently
• Good creative and innovative skills
• Display a learning orientation
• Able to drive passionately for client satisfaction
• Commercial acumen

Skill Requirements

  • Sales

Company Details

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