Key Account Manager

7 days ago

Johannesburg, South Africa BlueSky Full time

We are **BlueSky**:

- Africa's 12th-fastest growing company, a leading design-led digital transformation consultancy, and we're looking for great people to work with.

We're on a mission to be the biggest and best (in the eyes of our people, our competitors and our clients) Cloud Consulting company in Africa by 2027, and we need authentic, talented people to help us reach this goal.

With offices in South Africa and Mauritius, our teams are made up of diverse individuals with a variety of backgrounds and cultures, and we promote diversity and creativity in the way we deliver solutions for our clients.

We're looking for a seasoned enterprise software services sales professional to join our team and play a leading role in developing and driving profitable engagements with our clients in the Telco, Media and High Tech (TMT) industry vertical.

As a Strategic 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 Enterprise Telco, Media and Technology (TMT) 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 relationship-building skills with an ability to grow and nurture relationships.
- Exhibits characteristics of self-starting, risk-taking, 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 top-tier accounts managed.
- Excellent at leveraging C-level and LOB relationships.
- Effectively optimises internal and external networks.

**Key Responsibilities**:

- Renewal opportunity tracking & expansion/upselling
- Own & drive the Revenue Protection plan for the Account
- Actively contribute to the overall account plan & alignment with Strategic Account Manager client engagement (strategy input & new channel identification)
- Intimate knowledge of current projects & success metrics (project level & impact on customer business overall)
- Clear understanding on the competitive landscape in the accounts - defense strategy
- Identify value-adding opportunities for current projects, business case definition, ROI analysis & proof points (expansion)
- Define opportunity level specific BlueSky Value Propositions. Drive customer "conversations" aligned to value proposition
- Own proposal thought leadership, proposal management, timeous turn around & closing. Best practice sharing across sales teams.
- Work with Sales Operations on proposal compilation, assets & quality
- Drives regular customer engagement cadence & calling (steer co's, reporting, updates etc.)
- Deep relationships in current projects & target relationships for new opportunities. Build lasting relationships - customer to BlueSky
- Intimate knowledge of customer procurement processes & operating model
- Accurate & predictable forecasting & pipeline management, achieve targets. Own YTD performance & progress
- Drive positive customer experience for BlueSky
- Identify, Communicate and Manage escalations where required (at customer & "rally the troops" at BlueSky where needed)
- Coordination internally to ensure timely & successful delivery of solution to customer expectations
- Follow/drive internal processes & discipline, usage of internal systems & communication
- Actively and reliably partake in internal meeting cadence & act on actions

**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 people and connect meaningfully

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