The Role
We are Dariel, we build world-class software solutions that have a real, meaningful impact on our clients and their customers. We are growing our sales team, and we’re looking for someone who can take over an existing portfolio of clients and grow the portfolio through their sales ability, relationship building skills, and business acumen. This person will join our leadership team at Dariel and play a leading role in the delivery of our strategic and financial targets. As a leader in the business, this person will not only carry a sales target but be responsible for carrying out companywide strategic objectives, managing our awesome people, and the overall delivery within their portfolio.
The role is three dimensional and each dimension carries a different weight:
Account Manager (60%) – looking after client relationships at 3-4 of our strategic accounts, the successful person will be able to run their portfolio like a business, by building relationships with key executives and stakeholders, understanding their businesses, and creating and executing account plans to ensure their portfolio’s contribution to the overall Dariel strategy.
Understanding the sales lifecycle, this person will be able to consult with their clients, helping them to solve problems and build and close sales opportunities.
People Management (20%) – this person will look after the Dariel people working on clients’ projects within their portfolio.
- With the leadership team, this person will help drive people’s career growth and wellbeing. Ultimately this person will be responsible for connecting people in their portfolio back to the head office and the Dariel culture.
- Essentially acting as a business unit manager, with the dev teams on your clients’ accounts being the people you’re responsible for managing.
- It also means having hard conversations when necessary.
Delivery Manager (20%) – ensuring new projects are set up for success and people onboarding is smooth and well communicated between the delivery team and the client.
Also being the ultimate point of escalation in removing blockers which the delivery team is unable to do.
The 6 Key Attributes to Success in this Role are:
- Driven, self-starter and self-managed
- Entrepreneurial and Consultative in their approach
- Understands technology and business and how they come together in an enterprise
- Excels at building relationships both internally and externally
- Understands software delivery and can articulate its benefits and where it fits
- A strategic mindset that is target driven, both in their portfolio and across the Dariel business.
Responsibilities
- Serve as the lead point of contact for all customer account management matters
- Build and maintain strong, long-lasting client relationships
- Negotiate contracts and close agreements to maximize profits
- Develop trusted advisor relationships with key accounts, customer stakeholders, and executive sponsors
- Ensure the timely and successful delivery of our solutions according to customer needs and objectives
- Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
- Develop new business with existing clients and/or identify areas of improvement to meet sales quotas
- Forecast and track key account metrics (e.g. quarterly sales results and annual forecasts)
- Prepare reports on account status
- Collaborate with the sales team to identify and grow opportunities within the territory
- Assist with challenging client requests or issue escalations as needed
Requirements
- Proven work experience as an Account Manager, Key Account Manager, Sales Account Manager, or relevant role
- Proven sales track record – targets and achieved closed deals
- Proven experience in the software development industry
- Demonstrable ability to communicate, present, and influence key stakeholders at all levels of an organization, including executive and C-level
- Experience delivering client-focused solutions to customer needs
- Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail
- Excellent listening, negotiation, and presentation abilities
- Strong verbal and written communication skills
- Degree or similar qualification
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