Jobs at Nexio

ROLE PURPOSE

The Senior Account Manager (SAM) will facilitate growth in the contribution to Revenue and Gross Profit of Nexio by chiefly developing new business and then managing customer engagements at all levels within the customer business landscape.

• SAM will have enough knowledge of the market conditions from a macro and micro perspective to make informed decisions and provide direction to customers specific to their requirements.
• As a SAM understanding the Industry Verticals and the strategies needed to be effective and offer Industry Specific solutions.
• The SAM will assist in identifying solutions that need to be offered as part of collaboration with internal Nexio pre-sales-, product-, services- support staff with engaging, open communication and teamwork.
• Engaging customers in unison with Nexio’s strategies and passion for service excellence and professionalism.
• SAM engages at customer C-Levels and offers solution and services with a thorough and comprehensive understanding of their organization which supports the continued provision of essential solutions and services in a timely, efficient, and effective manner.
• SAM need to have the ability and is capable of prospecting large enterprises at an executive level and to manage multiple customer accounts efficiently and effectively.
• Exciting the customer and delivering an exceptional experience is part and parcel of the SAM and what the SAM must provide.
• Act as the customer lead to the extended solution and / or service delivery team.
• The above objectives and ability to manage stakeholders and outcomes will be essential to succeed. 

ROLE REQUIREMENT

• Alignment with key strategic initiatives as determined by the Board from time to time.
• Keeping abreast of technological changes and how it influences the engagement with the various customer market verticals.
• Complete understanding of Nexio’s annual Revenue and Gross Profit budget deliverables and how each individual AM’s success is imperative to delivering on target and on budget.
• Taking the lead and driving successful customer engagements coupled with engagement from the various Nexio support teams and back-office processes.
• Deliver on targeted Revenue and Gross Profit values.
• Develop on a continuous basis a pipeline of prospects that will feed into the overall pipeline value of the business and meticulously update and progress pipeline opportunities to purchase orders.
• Thorough understanding of the market and market verticals and their associated technological and business requirements.
• Knowing, understanding and mapping Nexio focused solutions to customer requirements.
• Accurate reporting of activities by populating the Nexio CRM system on a daily basis with relevant customer data and interaction.

Additional Information:

Being a Nexio Senior Account Manager is a high-profile professional person that is self-motivated and thrives on the challenges faced with customer engagement, self-improvement, fast paced and pressured environments.  A person with a will and a passion for success in a sales role.

JOB SPECIFIC REQUIREMENT

• A successful Senior Account Manager is a self-motivated individual who can perform at optimal levels under pressure.
• Ideally must be an expert in an enterprise business or industry vertical.
• A good communicator and an original thinker that can offer ideas about generating new sales and effectively deal with people to maintain customer satisfaction.
• Ability to market and close the sale of solutions.
• Negotiation skills to secure accounts at a profit.
• Interpersonal skills to communicate with customers over the phone and in face-to-face meetings.
• Analytical skills to judge the current market and the competition to set accurate pricing.

QUALIFICATION & EXPERIENCE

• Matric
• Degree in Business Administration, Marketing, or similar field will be advantageous.
• Understanding of sales performance metrics.
• Knowledge of CRM software and MS Office.
• Proven work experience as a Sales Account Manager.
• Hands on experience in sales and an ability to deliver
• excellent customer experience.
• An ability to deliver projects and answer inquiries on time.
• Significant understandings of customer need
• Satisfaction in a high tech. environment essential.

LEADERSHIP COMPETENCY REQUIREMENT

• Exceptional team management skills.
• Excellent verbal and written communication.
• Ability to delegate efficiently.
• Extensive industry knowledge with an eye towards the future.
• Diplomacy And Patience
• People Skills
• Strategic Thinking
• Listening
• The Ability To Set And Execute the Vision of the Company

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ROLE PURPOSE

The key function of the role is to drive sales revenue and margin, and execution thereof in the defined vertical segment through putting in place a clear and consistent account management strategy, with a view to create a clear focus for the enterprise segment and ensure that the portfolio management exceeds guidelines for each account. Provide leadership, direction, and resource stewardship to the segment’s sales function. As a senior sales leader, the person works closely with the Chief Sales and Marketing Officer for overall segment sales organization performance, the profitable achievement of segment sales organization goals, and for aligning segment sales objectives with firm business strategy.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

ROLE REQUIREMENT

• Primarily involved in the development, evolution and approval of the long-term vision across a function.
• Sets functional strategy and significantly influences business unit strategy.
• Understanding of the targets set (Revenue and Gross Profit) for each Account as well as each individual direct report, is imperative to delivering the target.
• Taking the lead and driving successful customer engagements coupled with engagement from the various Nexio support teams and back-office processes.
• Provides leadership to account managers.
• Gives regular, comprehensive and constructive feedback to team and conducts their performance appraisals.
• Proactively seeks feedback from team members and deals constructively with any criticism.
• Adjusts management style to get the best from the individuals within the team.
• Delegates work to team members taking into account their capacity, level of skill and exposure to different types of work and complexity.
• Provides clear instructions and direction, with reasonable deadlines.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Formulate and implement high level strategies to drive sales in the identified segment.
• Define and execute operational strategy to acquire new customers within the identified segment.
• Define and execute operational strategy to grow share of wallet within existing customers in the identified segment.
• Drive high performance sales culture within the identified segment using a strong sales management system.
• Provide mentorship and coaching to salespeople in the achievement of their sales objectives.
• Accurately forecast in the weekly cadence to achieve organisational sales and financial objectives.
• Track sales team metrics – pipeline accuracy, forecast accuracy and pipeline coverage, target achievement – and coach for performance.
• Implement and execute on performance improvement plans for poor performance
• Drive strategic customer engagements at C-level within identified segment.
• Provide input into commercial negotiations for purposes of closing strategic deals.

JOB SPECIFIC REQUIREMENT

• Solid track record of managing key strategic accounts in both public and private enterprises
• Solid proven track record of achieving sales targets and sales execution
• Solid leadership skills

QUALIFICATIONS & EXPERIENCE

• Minimum Degree qualification (essential)
• Post graduate qualification advantageous
• Solid understanding of the ICT Industry products and solutions including Cloud, Cyber-security and Digital
• For the Public Sector Segment, a solid understanding of PFMA and government buying cycles – ability to interact within all spheres of government at strategic level
• Excellent verbal and written communication skills
• 5+ years of experience at management level

LEADERSHIP COMPETENCY REQUIREMENT

• Exceptional team management skills
• Excellent verbal and written communication
• Ability to delegate efficiently
• Extensive industry knowledge with an eye towards the future
• Diplomacy and patience
• People skills
• Strategic thinking
• Listening
• The ability to set and execute the vision of the company.