Key Account Manager

VirtualResource (VR)  is a boutique consultancy supporting companies to optimise their HR systems and Workday. We strive to be the go-to company that partners with businesses to optimise their HR technology landscape.

Our people are our most important asset

• We recognise the need for a committed, skilled and loyal team and strive to create a working environment that is flexible, caring and considerate of all needs.

• We attract the best people and reward them appropriately.

• Staff development and upskilling are core to what we do.

What is the role about?

We are seeking an experienced Key Account Manager to act as the strategic owner of a portfolio of high-value client accounts. In this role, you will partner closely with senior client stakeholders and internal account sponsors to strengthen long-term relationships, identify growth opportunities, and deliver coordinated account strategies.

You will play a critical role in positioning VirtuallResouce as a trusted, proactive partner, driving sustainable revenue growth, delivery excellence, and measurable client success across HR, Finance, and Technology transformation initiatives, with a strong focus on the Workday ecosystem.

Responsibilities will include:

• Building and growing trusted, long-term relationships with senior HR, Finance, and Technology leaders

• Acting as the main point of contact for your accounts, leading strategic conversations that create real client value

• Working closely with clients and internal teams to develop and deliver joint account plans aligned to Workday and HR/Finance transformation goals

• Spotting and shaping growth opportunities across AMS, optimisation, new modules, Extend use cases, and advisory services

• Driving revenue growth while ensuring profitable, high-quality delivery

• Partnering with delivery and service leaders to develop solutions, proposals, and successful outcomes for clients

• Leading account-specific sales pursuits, from shaping opportunities through to commercials and approvals

• Negotiating commercial models that work for both the client and the business

• Keeping forecasts, pipelines, and Salesforce data accurate and up to date

• Collaborating with Workday teams on co-sell opportunities, referrals, and thought leadership initiatives
  

As a member of the VR team, you'll have the flexibility to manage your own day — what matters most is meeting your objectives and supporting your colleagues effectively. You'll collaborate with a mix of on-site and remote team members, staying connected through instant messaging, video calls, and our ticketing system. Strong communication and time management skills will be key to your success in this role.

What skills are we looking for?

Our roles are remotely based (even pre-Covid), meaning you will be working from your home office, connecting with your client and team on a daily basis.

To be successful in this type of environment, you will need to have the ability to communicate effectively (in English) with cross-functional teams, explain complex concepts in easy, understandable terms, and proactively drive process improvements. You will need to be comfortable with video calls and be proactive in keeping communication channels open with your team.

Must have Skills Required

• At least 5 years' experience in Key Account Management, Sales, or Client Relationship Management

• Demonstrated success managing and growing large, complex enterprise accounts

• Strong commercial acumen, negotiation, and deal-closing capability

• Experience engaging and influencing senior stakeholders (C-suite, Directors, Managing Partners)

• Expertise in strategic account planning and joint roadmap development

• Strong analytical skills to assess account performance, financials, risks, and opportunities

• Excellent communication, presentation, and influencing skills

• Ability to work cross-functionally with Business Development, Delivery, and Service teams

• Proficiency with CRM systems, including Salesforce forecasting and pipeline management

Qualifications

• Postgraduate qualification (MBA or equivalent)

• Professional certifications in Account Management, Sales, or the Workday ecosystem

• Experience with Workday, HR IT, SaaS, or enterprise transformation programmes

• Exposure to contract management, proposal development, and multi-service solution sales

• Experience delivering thought leadership, client enablement sessions, or industry events

As this is a remote role, you can be based anywhere in South Africa, so long as you are authorised to work in South Africa without the need for visa sponsorship now or in the future.