Key Account Manager

2 weeks ago

Cape Town, Western Cape, South Africa BlueSky Full time

As a Key Account Manager at BlueSky, you will be managing the expectations and developing business solutions for our enterprise clients.

You will be tasked with creating effective business plans to generate more revenue, increase brand loyalty and improve customer satisfaction.

This is a role that carries a lot of responsibility in terms of relationships, revenue and impact - and this reflects in the profile of the person we are looking for:

Required experience:

  • Target carrying Software or Technology sales and Account Management experience selling to FMCG Services organisations.
  • Must have demonstrable experience selling Business Applications to Enterprise organisations in their current role.
  • Demonstrable track record of success, achieving/exceeding the target in recent sales positions.
  • A minimum of 5 years selling into Enterprise accounts.
  • Preference is given towards recent and successful experience in the software industry (Cloud experience would be a plus)
  • Evidence of relationshipbuilding skills with an ability to grow and nurture relationships.
  • Exhibits characteristics of selfstarting, risktaking, and a drive to succeed.
  • Must be proficient in both oral and written communication skills (English)
  • Ability to map out and strategically define account plans for toptier accounts managed.
  • Excellent at leveraging Clevel and LOB relationships.
  • Effectively optimises internal and external networks.

Key Responsibilities:

  • Manages the entire sales process to ensure delivery against key performance metrics, with a strong emphasis on new business sales while expanding existing accounts.
  • Engages with prospective organisations to position BlueSky solutions through strategic valuebased selling, business case definition, ROI analysis and references.
  • Successfully interacts at the Clevel.
  • Drives significant coordination amongst BlueSky divisions.
  • Creates and drives strategic emphasis.
  • Accurately forecasts and achieves revenue goals.
  • Identifies/qualifies/develops opportunities across the Financial Services vertical for selected business solutions.
  • Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
  • Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
  • Develop new business with existing clients and/or identify areas of improvement to meet sales targets.
  • Forecast and track key account metrics (e.g., quarterly sales results and annual forecast)
  • Serve as the lead point of contact for all customer account management matters.
  • Build and maintain strong, longlasting client relationships.
  • Negotiate contracts and close agreements to maximize profits.
  • Develop trusted advisor relationships with key accounts, customer stakeholders and executive sponsors.
  • Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
  • Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
  • Develop new business with existing clients and/or identify areas of improvement to meet sales targets.
  • Forecast and track key account metrics (e.g., quarterly sales results and annual forecasts)
  • Prepare reports on account status, including:
  • Weekly and monthly reporting with clear objectives and goals
  • Prepare for all Bimonthly KAM meeting with clients.
  • Schedule Bimonthly meetings with Key accounts
  • Take minutes of the meetings and distribute to meeting attendees.
  • Collaborate with sales team to identify and grow opportunities within vertical.
  • Ensure monthly strategic "BlueSky thinking" sessions are scheduled with each key account.
  • Assist with challenging client requests or issue escalations as needed.
  • Maintain good working relationships with existing clients to enhance client retention and drive new sales through referrals and references.
  • Proposal development for all new business
  • Develop and execute business development initiatives with aggressive targets.
  • Identify new sales channels and work with the team to tailor products to service new channels.

Requirements:

Our KAM's have the following attributes:

Leadership

  • You are visionary, helping our clients see the art of the possible. You're able to respectfully challenge and direct the customer in the customer's best interest.
  • Team members will want to go the extra mile for you.

Communication

  • You are comfortable addressing C-Level executives.
  • The KAM will keep all stakeholders informed on all important issues pertaining to their project.
  • You will lead the presentation on project updates and account reviews.
  • You have the ability to be concise, clear and convincing.

Business Acumen

  • Understand the bigger business issues for the client and help the client manage their business through our value proposition and service offering.
  • Secure profitable deals for BlueSky

Relationship Savvy

  • Read peopl

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