Strategic Account Manager

7 months ago

Johannesburg, South Africa Performanta Group Full time

**Strategic Account Manager**

**Main purpose of the role**

To develop accounts working with executive decision-makers to strategically position Performanta products to achieve sales and growth objectives. The role focuses on the headquarters and key buying locations of assigned accounts, while coordinating closely with sales professionals assigned to these customers’ strategic locations. This role will work cross-functionally to partner effectively with Inside Sales, Pre-Sales, Business Development and other key roles to effectively deliver Performanta product value propositions and address customer needs and opportunities.

The Account Manager will leverage existing relationships, while leading the customer account planning process and providing solutions to meet product and business-level needs of the customer.

The role will serve as the internal expert on assigned strategic accounts (top 5 accounts accounting for 80% of key account performance) and work cross-functionally to achieve Performanta business objectives. The Account Manager will spend considerable time to ensure a strong understanding of assigned accounts, their needs, challenges and opportunities, as well as the competitive landscape. The role will ensure that target accounts are thoroughly educated on our value proposition and aware of the key differentiating factors of our business and products.

**Reports to **VP Sales MEA

**Required minimum education and work experience**
- 5+ Years of sales and account management experience

(preference for Cyber Security)
- Bachelor's degree in relevant field or equivalent work experience

**Internal contacts**
- EXCO Members
- MANCO Members
- Functional heads

**External contacts**
- Customer contacts

**Key performance areas**

1. Strategic account management within the Cyber Security Sector

2. Relationship development and cross-functional partnering

3. Self-Management and building the organization

**Technical knowledge / competencies**
- Strong sales and technical know-how
- Knowledge of Sales processes
- Report writing
- Knowledge of the Cyber Security industry and market
- Experience in working with Microsoft Security tooling
- Experience in working with Microsoft as a partner.

**Behavioural competencies**
- Demonstrated negotiating capacity
- Demonstrated fluency in translating Performanta product outcomes and data into customer value
- Strong verbal and written communication skills
- Project management skills
- Proven ability to perform in highly competitive environments
- Demonstrated ability to multi-task with high priority varying projects
- Innate ability to problem solve and critically think through situations
- Commercial acumen
- Planning and organizing
- Networking and relationship building

The responsibilities contained in this document is not necessarily exhaustive and the employer is entitled to instruct the employee to carry out additional duties or responsibilities which may fall reasonably within the ambit of the position profile or in accordance with operational requirements.

**Description of key performance areas**

Strategic account management
- **Influence** executive decision-makers within top assigned Performanta customer accounts by **developing and maintaining** business relationships to ensure sales success for Performanta products.
- **Maintain and build** comprehensive understanding of key Performanta accounts, their business models and their business needs and **align** the cross-functional team members on the customers’ needs, account objectives and the resulting action plan. Lead insights on customer by

Conducting PEST Analysis

Mapping customer’s consumer journey

Conducting SWOT analysis
- **Develop and implement** customer level business plans
- **Lead the implementation and management **of internal key account management systems - conduct weekly briefings on account activity with cross functional team.
- **Effectively communicate** Performanta value proposition and present supporting information for the utilisation of Performanta products
- **Support, and as required lead,** an international, multifunctional team to develop a set of Performanta preferred terms for agreement
- **Add value to service**:

- **Deliver consistent** high level of service to top accounts
- **Proactive in** **identifying and managing** issues and challenges with accounts. Engage with appropriate resources for development of customer solutions and contracts.
- Number of opportunities uncovered as result of information gathered and in depth understanding of customer account.
- Growth of account (sales) vs last quarter/vs last year
- Accounts prioritised correctly according to potential for growth and set criteria. Commercial prioritisation based on 2 broad factors: account attractiveness (value to customer) relative strength (value to Performanta).
- Sales strategy and business plan aligned to the global Performanta strategy approved by line
- Gaps in plan timeously identifi

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