Senior Account Manager

Our Senior Account Managers take overall responsibility for the services delivered by DVT to a portfolio of high-value enterprise accounts. In addition, as a Senior Account Manager, you will be expected to provide strategic leadership, identify and shape technical solutions, and drive account growth while maintaining excellent client relationships.

**RESPONSIBILITIES**:

- Serve as the primary strategic advisor to enterprise clients, including C-level decision makers.

- Build and maintain deep, trusted relationships across customer organisations - business, operations, and technical functions.

- Engage with clients to understand their business challenges and technical constraints, and translate these into appropriate technical solutions.

- Facilitate executive-level engagements, quarterly reviews, and strategic planning workshops, relevant to your account portfolio.

- Ensure the timely and successful delivery of DVT’s solutions according to customer needs, objectives, and contractual commitments.

- Monitor delivery health across all assigned accounts and act early to mitigate risks.

- Manage a larger and more complex portfolio of high-value accounts, ensuring revenue growth and profitability.

- Develop new business with existing clients and identify areas of improvement to meet and exceed sales targets.

- Leverage your personal network of clients to open new opportunities for DVT.

- Forecast and track key account metrics, including quarterly sales results, annual forecasts, and pipeline.

- Prepare regular reports on account status, risks, opportunities, and financial performance.

- Collaborate with sales, delivery, and leadership teams to identify and grow opportunities within your region.

- Lead contract, SOW, NDA, and commercial negotiations, ensuring alignment with agreed terms and scope.

- Review client contracts and statements of work to safeguard DVT commercially and legally.

- Oversee DVT’s staff at your accounts (line management remains with their DVT line managers).

**SKILLS**:

- Strong technical background in software engineering or software delivery, with solid understanding of the full Software Development Lifecycle.

- Ability to identify client problems and conceptualise technical solutions that align with DVT’s capabilities.

- Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organisation, including executive and C-level.

- An established network of contacts with clients in Southern Africa that can be leveraged for new opportunities.

- Excellent listening, negotiation and presentation abilities.

- Strong verbal and written communication skills, with the ability to explain complex technical concepts simply.

- Strong understanding of the business software services industry and emerging technology trends.

- Meticulous with strong attention to detail and quality.

- Strong commercial acumen, including forecasting, account planning and pipeline development.

- Ability to manage conflict and navigate difficult discussions constructively.

- High EQ with the ability to build trust and long-term relationships.

- Advanced skills in leveraging AI for efficiency and productivity purposes.

**PERSONAL CHARACTERISTICS**:

- Energetic and passionate about technology and customer success.

- Able to work collaboratively within a team environment whilst driving specific objectives individually.

- Driven for success with a strong results orientation.

- Adaptable and flexible in a fast-paced, changing environment.

- Neat, professional and presentable in all client interactions.

- Structured, organised and disciplined in managing workload and priorities.

- Resilient and composed under pressure.

**MINIMUM EXPERIENCE**:

- At least 8 years’ experience in customer relationship management, account management or enterprise sales within the custom software engineering industry.

- Proven experience selling or managing software development, consulting or technical services solutions.

- Demonstrated track record managing a portfolio of large and strategic enterprise accounts.

- Previous hands-on experience in a software engineering, technical consulting or delivery management role is highly advantageous.

- Deep understanding of SDLC processes and modern software engineering practices.

- Existing network of enterprise clients, ideally within Southern Africa.

- Experience reviewing and negotiating commercial contracts, statements of work and related legal documentation.

**ROLE OVERVIEW**:
**TO BE SUCCESSFUL IN THIS ROLE, YOU WILL NEED**:

- Industry knowledge: Understanding current trends, competition and regulations, with a commitment to continuous learning and professional development.

- Strategic thinking: Aligning client needs with DVT’s goals, anticipating demand and identifying growth opportunities within accounts.

- Strong communication skills: Clearly articulating complex technical concepts in a persuasive manner and actively list