Strategic Account Manager

7 months 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 int the Telecom, 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 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**:

- 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 value-based selling, business case definition, ROI analysis and references
- Successfully interacts at the C-level.
- Drives significant coordination amongst BlueSky divisions
- Creates and drives strategic emphasis
- Accurately forecasts and achieves revenue goals.
- Identifies/qualifies/develops opportunities across the TMT 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 strategic 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, long-lasting client relationships
- Negotiate contracts and close agreements to maximize profits
- Develop trusted advisor relationships with strategic 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 strategic 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 Bi-monthly SAM meeting with clients
- Schedule Bi-monthly meetings with strategic 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 strategic 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 cha

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