Siobhan Kelly

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Strategic Account Executive

Ref #: Strategic Account Executive
Siobhan Kelly 08/06/2021
Location: New York Not Disclosed New York
Salary: $ Competitive £
Type: Permanent
Seniority: Executive
Date: 08/06/2021
Strategic Account Executive

In this role your focus will be selling our client's large and diverse portfolio of Services, which includes but not limited to:

  • Advisories, professional and managed services
  • Critical workloads modernization; advisories, professional and managed services
  • Critical workloads Security Solutions; advisories, professional and managed services

Roles & Responsibilities:

  • The Strategic Business Development Manager is responsible for teaming with the customer’s IT and Lines of Business organizations to help build strategic relationships across the account, articulating a clear vision and generating enthusiasm, while impacting all business groups.
  • Responsible for working at the most senior level within the account and helping implement a broad strategy for earning customer acceptance and service implementation.
  • Validate technical solutions developed internally that map to customer requirements
  • Work with the sales leadership in NORAM and to develop and execute account strategies and identify opportunities to drive business expansion within the defined strategic services.
  • Develop, execute and own the sales and go to market strategy within a defined focus area.
  • Feedback and internal representation of customer satisfaction criteria.
  • Personally contribute $GP through nurturing and developing prospects and customers that enable the business to capture market share.
  • Lead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities.
  • Effectively communicates and articulates the client's Value Proposition and all associated Service Offerings.
  • Manage the sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning.
  • Assists with all marketing related events, seminars, mailings, and call campaigns.
  • Submits accurate and timely forecasts, on a weekly basis, that are aligned with assigned sales targets.
  • Properly log all client activities, opportunities and contacts in CRM and designated sales and call reports.
  • Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining vendor certifications and professional accreditations.
  • Accountable for ensuring the client meets all customer contractual obligations and manages the escalation process if required.
  • Accountable for ensuring customers deliver on the client's contractual terms, including paying on time.

What we need to see from you
Sales Knowledge, Skills and Abilities: Required

  • Degree level preferred and/or demonstrated ability to quickly learn through experience.
  • Deep consulting skills to analyze and document customer business requirements and pain points.
  • Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams.
  • Strong account management skills, with ability to maintain relationships and facilitate account reviews including executive level quarterly business reviews.
  • Travel may be required.

Sales Knowledge, Skills and Abilities Preferred:

  • Experience within strategic high value complex enterprises with multiple business units, complex decision process and influencing governance and policy is a plus.
  • Other experiences to include: experience in large complex deal negotiations with a successful track record; ability to navigate across Principal Vendors such as Microsoft or AWS and the customer in a trusted advisor/consultative approach; and establishing credibility quickly with senior level executives across the organizations.
  • Strong personal ability to use the latest office technology and ensure the client's systems are entered with quality data and ensure that processes are followed diligently.
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