Managed Services Account Manager at Adept

Job description

Position Overview

• As a Managed Services Account Manager, you will be responsible for selling our full portfolio into new accounts. You will plan, organize, and control balanced sales growth, and develop and manage a qualified opportunity pipeline.
• Deals would generally have a reasonable level of complexity and a medium sales cycle. You will be responsible for selling IT Outsourcing/Managed Services (End User support, Infrastructure, Cloud, Mobility, Security, Connectivity) solutions.
• You must generate annual orders to meet or exceed assigned targets by driving strategic, mission critical-Managed Services and solutions to new accounts. You will grow new business by aggressively identifying and closing complex sales opportunities.
• You will represent Adept’s portfolio of products and services by preparing sales and relationship strategies, quotes & proposals, executive-level prospect presentations and business transformation deals that result in a new way for clients to do business. You will be the primary relationship manager with the client during the sales cycle and have responsibility for fostering the development of new relationships.

Duties and Responsibilities

• Lead the sales of a full range of services and solutions into targeted markets and proactively find opportunities to leverage and cross-sell the full Adept portfolio.
• Lead the development of winning sales strategies on complex engagements including, but not limited to, pricing, competitive strategy, negotiations and navigating the relationships with key influencers in the account.
• Leverage your business knowledge to identify appropriate solutions and services that benefit the client.
• Utilize consultative selling methodologies to shape and influence the clients’ strategic direction.
• Effectively identify and qualify prospects and present compelling business cases to management in support of obtaining pre-sales resources.
• Lead and facilitate the resources allocated to effectively close sales opportunities. You will liaise between the client and Adept to resolve issues and close sales.
• Develop and maintain a pipeline of new opportunities while closing existing opportunities and maintaining the quality of the CRM (Pipedrive) information.
• Develop personal knowledge of industry/market sector, clients’ business challenges and the impact of potential future changes.
• Be the trusted advisor to the C-level community in targeted opportunities.
• Build upon your client contacts and relationships and proactively gain understanding of the client’s business problem/opportunity.

Skills, Experience & Qualifications

• A minimum of 5 years of sales and/or industry experience.
• A Bachelor’s degree in a related subject would be highly advantageous.
• Successful track record of quickly qualifying and pursuing new opportunities tied to Outsourcing and End User Services, Cloud services, understanding of ISP and ICT services. Exposure selling cloud, security and mobility solutions in closing complex deals is preferred.
• History of exceeding targets and demonstrating sales development with complex sales environment. Understanding business drivers within the industry and emerging marketplace trends.
• Strong industry expertise, technical sales skills and a thorough knowledge of the marketplace, competition, industry segment and suppliers in order to leverage the Adept value proposition.
• Formal sales methodology training (e.g. SPIN)
• Microsoft Sales Professional Certifications.
• Understanding of Networks and Topologies.
• Firewall licensing certification will be advantageous.