Key Account Manager - DFA at Maziv

• The Key Account Manager develop and maintain strategic relationships with government institutions and public sector entities. Fulfil account lifecycle, from market development and opportunity identification through compliant procurement engagement, solution positioning, contract delivery, account growth, and customer retention.
• Serve as the primary commercial relationship owner for allocated public-sector accounts. Coordinate internal sales, technical, legal, finance, delivery, and support teams to ensure that customer commitments are realistic, documented, and fulfilled.
• Seek out new large scale and transformational revenue opportunities for the company while keeping the overall company strategy in mind.

As a DFA – Key Account Manager you will be empowered to deliver the following:

Business Development

• Maintain a DFA presence in the Public Sector and other newly defined non-telco sectors of South Africa where DFA is recognised and acknowledged as a key role player and connectivity provider to the relevant sector.
• Work closely with DFA partners and customers to create opportunities in the Public Sector and other newly defined sectors that can be fulfilled using DFA’s fibre network infrastructure.
• Conduct a consultative engagement with customers by assisting and developing the necessary business cases to influence the customer’s purchasing decisions.
• Undertake and manage multi-year revenue opportunities with customers to ensure that DFA is well positioned as the connectivity partner of choice.
• Work independently in seeking out new and large- scale opportunities that DFA can pursue.
• Incubate opportunities into reaching tangible revenue generating pursuits.
• Manage geographical expansion opportunities jointly with the Executive: Business Development.

Strategic Customer Management 

• Build and nurture long term and sustainable relationships with customers and partners that can be leveraged for mutual benefit.
• Build and manage relationships at all levels within the customer.
• Confidently engage with government at CIO, City Manager Level; Executive Mayor level; Director General Level and Ministerial Level.
• Establish a view of the long-term spending profiles of key customers within the chosen sectors to influence where DFA should be investing its time and effort.
• Build and package customers into revenue generating pursuits that can be handed over to sales account management for on-going management and maintenance.

Strategic Selling 

• Work closely with customers in large-scale tender based opportunities positioning DFA for success.
• Orchestrate and manage the internal team’s deliverables in the development of bid documents and proposals.
• Actively build the value proposition for customers through the development of detailed solution proposals leveraging DFA customers and partners.

Track Own Sales achieved against outstanding forecasts

• Manage Sales pipeline
• Forecast sales accurately
• Measure and track individual pipelines
• Monitor order intake velocity.

 Operational Management 

• Work closely with DFA cross-functional teams to ensure hurdle free execution of large-scale projects does take place.
• Track the overall customer deliverables through the lifecycle of order intake through to delivery and management of the customer solution

Allocate Internal Resources

• Assist in refinement of internal and external customer processes
• Ensure capacity in virtual team
• Ensure internal department understand customer requirements gathered
• Create a platform for DFA customer collaboration

Miscellaneous & General.

• Perform any other work-related duties and responsibilities that may be assigned from time-to-time by management

Requirements

What makes YOU our ideal candidate:

• A Sales related bachelor’s degree
• A minimum of 8 years’ managerial / operational experience in Management in the ICT industry.
• Excellent organisational and administration skills
• Excellent verbal and written communication skills
• Broad knowledge of the Telecommunications Technology and / or Information Technology Industry
• Strategic networks in the government / public sector environments
• A Proven existing network of relationships within the Public Sector ecosystem
• Experience and proven track record of business development capability with the Public Sector
• Proven record of initiating and closing deals in the public sector.

We can be a match if you are:

• Bold to create - We push boundaries and fail forward – because our customers need us to change the world – to make their lives better.
• Do the right thing - Doing what’s right for our customers, our colleagues and our business drives everything we do.
• Build trusted relationships - This means that every one of us has to work hard to trust and be trustworthy.