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.

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 listening to understand client needs deeply.
• Problem-solving skills: Analysing complex situations and developing creative, pragmatic solutions while remaining calm under pressure.
• Emotional intelligence: Navigating complex social dynamics and managing emotions – your own and others'.
• Relationship building: Developing and nurturing strong relationships with clients, partners and stakeholders, fostering trust and long-term collaboration.
• Negotiation skills: Structuring and negotiating contracts, pricing and terms in a way that delivers win–win outcomes.
• Attention to detail: Reviewing contracts, pricing and terms to ensure overall quality and prevent errors.
• Adaptability: Flexibility in approach, willingness to learn from experience and staying relevant as technologies and client needs evolve.
• Results orientation: Being driven by measurable outcomes and continuously striving to exceed targets, with regular tracking of progress.