Senior Key Account Manager - Enterprise (FSI) at Liquid Intelligent Technologies

ROLE PURPOSE

• To maximize revenue opportunities through establishing, developing and maintaining long-term relationships with strategic customers as well as defining and executing sales strategies that focus on increased sales and profitability.

KEY RESPONSIBILITIES
Strategic Sales Management

• Plan and develop account strategies outlining the sales account plans, forecasts and pipeline management for new and existing clients. Understand customer's strategic, tactical and operational strategy and product/services requirements. Develops and leads the implementation of the account strategies based on customer needs. Ability to understand and articulate the LIT value proposition through solution and strategic approach. Produce Informative, executable and measurable account plan. Engage Executive leadership collaborating to achieve creative solutions to drive positive revenue growth as well as contribute to complex problem solving. Effectively solve problems and manage risk to ensure that set targets are met. Forge high level relationships to expand market share and make LIT the preferred partner. Upsell and cross sell existing and new products and services through diligent, robust and thorough account management principles

Customer Engagement

• Customer engagement sessions to achieve set objectives and goals as set out in the account plan. Oversee and coordinate the relationship between team members in own organization with their counterparts in allocated accounts. Develop a positive relationship with the relevant stakeholders in the account. Set up strategic product and service review meetings.

Account Management

• As aggregated point of contact for the client, drive growth in allocated accounts. Take ownership of new business opportunities and the business case up to the signature of the contract. Identify and evaluate value creating business opportunities – individually and in collaboration with Solutions Architects. Leading the sales opportunity and customer interface for proposals, ensuring information is provided to the Bid team.
• Manage the quote and order process to completion through SFDC. Drive collaboration between internal teams assigned to deliver services and value to customers. Manages pre - and post-sales support areas to ensure seamless introduction of new product services and propositions to accounts.

Achieve Sales Target

• Generate leads and build sustainable pipeline relative to sales target. Convert leads and client generated opportunities to committed orders. Ensure revenue protection mechanisms are operating at optimal levels. Grow client portfolio revenue in line with business financial year targets. Optimal retention of existing business by maintaining minimum target churn rate.

Reporting

• Accurate forecasting and reporting in a timely manner. Provide and present sales forecast reports. Secure reliable business intelligence relevant to new business opportunities.

Requirements

• A related Degree/Diploma and at least 5 years solution sales experience with FSI Enterprise clients in the ICT/Telco industry is mandatory