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Senior Account Manager

2 weeks ago

Cape Town, South Africa First Distribution Full time

**JOB PROFILE**:
**Job Title**:
**Senior Account Manager**

**Division**:
Cloud Computing

**Location & Address**:
Cape Town

**Reports to**:
**Regional Executive**

**Direct Subordinates**:
0

**Total Staff in Function**:
24

**WORKING RELATIONSHIPS**:
**Internal**:

- Procurement
- Sales Operations
- Brand Operations
- Account Managers
- Marketing

**External**:

- Cloud Vendors (AWS, Microsoft, Citrix, VMware, Veeam, etc)
- Partners (Resellers)
- End Users

**JOB SUMMARY**:
Main Purpose of Position:
To promote FD’s Cloud and Hosting offerings to assigned Cape Town-based resellers. Demonstrate knowledge of all First Distribution business offerings. Drive a balanced brand portfolio of Cloud and Hosting Products within the assigned reseller base.

**RESPONSIBILITIES AND DUTIES**:
Key Performance Areas:
**KPA**

**PERFORMANCE STANDARDS**

**Sales and Account Management**

**Sales of Cloud Solutions and Services to partners**
- Driving targets based on monthly GP target on allocated accounts
- Sales, Business Development, Knowledge Transfer of Cloud offerings to allocated accounts.
- Recruit and onboard additional resellers.
- Expand product offerings within existing resellers.
- Driving reseller business and marketing strategy to enable the expansion of the FD brand portfolio within existing and new targeted accounts.
- Understand reseller strategy, programs, and complete portfolio of products
- Sales Certifications to be current on all brands and maintained.
- Bi-weekly Business Review Sessions with Brand and Presales (FD).

Weekly Pipeline Status of projected deals and probability of the deal status
- Report opportunity details to the Sales manager regularly (bi-weekly) showing deal progression and pipeline creation using Customer Relationship
- Management system. Discuss KPI and Target tracking weekly.
- Track and forecast, Partner Activities and status of activities achieved. Feedback on Brand performance and measure success are to be discussed in weekly meetings with the Sales manager.
- Engage and communicate Brand updates to Resellers
- Attend bi-weekly Brand discussions; planning, pipeline, and update sessions with the Brand team
- Build and manage the relationships with Key Resellers and FD Brand and Pre-sales teams
- Be the Central point of contact for all resellers on Vendor Programmes (e.g. partner programs, incentive programs, and rebate programs). Loop in FD Brand manager for support.
- Ensure the satisfactory execution of the Reseller business strategy plan
- Attend Reseller meetings, 2-3 per day.
- Attend Vendor Conferences.
- Demonstrate sales growth.
- Ensure that sales targets are achieved and report any deviations with detailed reasoning.

**Marketing Management**
- Attend marketing planning sessions with the brand manager and marketing hub (FD). Help to drive initiatives for the Top Partner list.
- Encourage reseller awareness and attendance of all FD events and initiatives.

**People Management**
- Managing reseller’s expectations by engaging with, operations, Brand, and Pre-sales teams to support all Reseller requests
- Attend training provided by Vendors to become self-sufficient in the sales of products

**COMPETENCIES**

**Knowledge** - You must know:
**Skills** - You must be able to perform:
**Attributes** - You must in a way that will drive successful performance which is supported by the **Company’s values.**
- Knowledge of AWS services, Microsoft SPLA, and CSP offerings
- Knowledge of competing brands
- Previous reseller and end-customer relationships
- Proven track record of achieving targets
- Knowledge of relevant brand process
- Knowledge of vendor structure
- Knowledge of Cloud and Hosting business in South Africa
- Knowledge of the IT Industry
- Knowledge of company policies and process
- Highly proficient in MS Excel including Pivot tables and other data analysis tools
- Excellent Communication (written and oral)
- Demonstrated accuracy and attention to detail with numbers
- Demonstrated confidentiality with different Account Managers and vendors
- Ability to deliver on service level agreements
- Attitude - always demonstrate your best in your role and ensure a professional attitude with internal and external customers
- Business development acumen and “no stone unturned” mentality
- Respect - demonstrate respect with actions and words to internal and external customers
- Accountability - accountable for the consequences of your action, both positive and negative
- Integrity - consistently honest and truthful in dealings with peers, customers, and vendors
- Teamwork
- strive to work productively in cooperation with one another, fostering a healthy atmosphere with mutual support, thus allowing everyone to achieve their own work-related goals
- Enjoyment - be creative and enrich the working atmosphere within First Distribution

**Internal training associated with competencies**:

- Completion of the Learning Portal /relevant Certificates - Sales and Operations and