Public Sector Account Manager at Internet Solutions

This Account Manager - Public Sector’s primary objective is to acquire large, new opportunities in the Public Sector ;as well as target large new logos in the private sector in the Western and Northern Cape territory. The Account Manager - Public Sector works at a variety of levels to map out and engage the client’s teams to acquire and deploy Internet Solutions products and services that positively impact and supports client’s business objectives. The above will be in conjunction with the Dimension Data Group Digital Go To Market strategy.

• Assess possible risks from the client’s perspective and help the client with the decision making process
• Present solutions based on the analysis of the current state and an understanding of the desired state the client is looking to achieve
• Map out an end-to-end view of a client’s problem journey while coordinating a variety of client touch points and client meetings and coordinating internal meetings that align all the relevant stakeholdersPerformance Objectives

PO 1: Territory plans and Target achievement

• Develop and maintain territory plans outlining sales targets and achievement plans
• Develop and maintain key opportunity plans that identify opportunities for the company to deliver value and forecasted sales
• Monitor sales activities to ensure that targets are achieved
• Institute corrective steps when targets are not being met
• Manage and negotiate sales contracts/agreements with clients in accordance with policies, procedures and legal requirements
• Conduct vulnerability analysis of Internet Solutions’ position in comparison to that of competitors and vendors, to ensure the client’s requirement is at the heart of our proposed solution
• Utilise Internet Solutions’ sales tools (e.g. Oracle Sales Cloud) and methodology to effectively manage their accounts, opportunities, pipelines and forecast

PO 2: Acquisition of New Business / Clients

• Target and prospect for large new clients in Public and Private Secter through market and competitor analysis.
• Consult with prospects about business challenges and requirements, as well as the range of options and cost and benefits of each.
• Utilise domain knowledge in order to have meaningful conversations with clients
• Own and coordinate the client engagement at all levels within the client and internally to drive a focused approach with high cadence
• Build detailed account plans for all prospects that will form the platform for the engagements
• Collaborate with the the IS Business Development Executive and the IS Public Sector team to take advantage of key relationships. Having existing SITA relationships is an advantage.
• Build and maintain a strong collaborative relationship with relevant Dimension Data collegues
• Drive the sales cycle from initial client engagement to final contracting and provide feedback to sales management on ways to decrease the sales cycle, enhance sales and improve the company’s brand and reputation

PO 3: Growth of Current Business / Clients

• Prospect for potential opportunities in the existing client base in their assigned territory
• Manage account plans and white space planning with the relevant Client Success Managers, Solution Architects and relevant specialist Business Solution Consultants in Internet Solutions
• Consult with existing clients on opportunities that will assist Internet Solutions client’s in realising their business objectives and addressing their business challenges

PO 4: Overall Opportunity Management across new and existing clients

• Identify and approach decision makers in their accounts by defining the strategy they will use to develop and grow the account profitably
• Assess client needs and Identify the root issues to provide viable solutions to problems identified
• Assess possible risks from the client’s perspective and help the client with the decision making process
• Present solutions based on the analysis of the current state and an understanding of the desired state the client is looking to achieve
• Map out an end-to-end view of a client’s problem journey while coordinating a variety of client touch points and client meetings and coordinating internal meetings that align all the relevant stakeholders

PO 5: Client Engagement

• Facilitate sales meetings and phone calls in a way that solicits multiple perspectives and drives consensus to a course and plan of action
• Relate to the affected stakeholders while providing options for moving forward that are in context to the stakeholder’s roles
• Develop and own a communication plan, provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders

PO 6: Contract Close

• Articulate business value to the client portfolio, supporting the renewal preparation for next-tier service offerings.
• Lead the negotiation of in-contract deals with clients.
• Co-ordinate commercial discussions, provide advice, whilst identifying and mitigate risk impacts related to deals, including:
•  The commercial viability of the opportunity
•  Duration of the contract as well as the legal processes in relation to the structure of the contract and service level agreement
•  Delivery capability relevant to client requirements
•  Incorporation of sub-contractors and deal partners

PO 6: Reporting and Account Analysis

• Compile relevant reports and submit to the relevant role players within allocated time frames
• Report on sales activity, keeping detailed notes on prospect and client interactions, including the frequency of these interactions

Requirements

Qualifications ?

• Matric (Grade 12) Certification

Experience

• 3 to 5 years’ experience in selling complex solutions and services to the C-Suite
• Behavioural Competencies

Essential:

• Persuading and Influencing
• Applying Expertise and Technology
• Relating and Networking
• Achieving Personal Work Goals and Objective
• Deciding and Initiating Action
• Entrepreneurial and Commercial Thinking