Solutions Account Manager

4 weeks ago

Cape Town, South Africa JenRecruitment Full time

We are looking for a dedicated and passionate professional with 3-5 years of sales experience across ICT and Infrastructure solutions. You need to boast strong networking skills, a taste for emerging and disruptive technologies, and have established relationships with key vendors in the IT sphere. High performance, agility, ownership and accountability are some of the ideal traits we’re looking for. You will also need to be able to hold your own in a very competitive landscape.

You will work closely with tier 1 hardware and software vendors, and be responsible for the identification, development and closure of sales opportunities into accounts. You will manage your prospects for the entire sales life cycle - from lead generation to direct sale closure.

We require people who have a thirst for growth, relish challenges and can accurately and convincingly present customers with our cutting-edge technology solutions. You will facilitate communications between customers and cross-functional internal teams, such as technical services, software and marketing to ensure the rapid and successful delivery of our solutions according to customer needs.

You will need to have sales experience in some of the following fields:

  • Server, Virtualisation, Hyper Converged & Storage Infrastructure
  • Data Centre Networking & Security
  • Backup and Archiving solutions
  • Implementation and Consulting services
  • Hardware and Software maintenance services

Functions and Responsibilities

Your job tasks will include, but are not limited to:

  • Focus on the achievement of your sales targets and key performance indicators
  • Develop business opportunities with new customers and secure new profitable revenue
  • Manage existing customer accounts (where allotted) and grow existing revenue
  • Canvass for new business opportunities
  • Build and maintain a knowledge of our solutions and services to be able to effectively articulate to prospects at the CXO level
  • Build and manage your sales pipeline and maintain client information accurately in the CRM system
  • Own the sales process end to end, including preparation of quotes and proposals for solutions
  • Work with Sales divisions across the group and build relationships with other Business Units
  • Work with customers to determine their existing and future needs whilst challenging the norm
  • Liaise with support staff regarding technical aspects
  • Have updated account plans for customers
  • Ensure internal paperwork is correct for new sales to ensure billing/invoices are sent to the customer
  • Respond to and follow up on all referrals, leads and sales enquiries in a timely manner and convert to sales
  • Grow and maintain customer relationships, and develop new business opportunities
  • Use resources to maximise customer satisfaction and business opportunities – this includes Marketing, Events, Presales Engagements and others
  • Understand and follow key vendor processes including deal registrations, pricing enquires and engagement with vendors sales community
  • Monitor and report on pipeline forecast opportunities and activities

Qualifications and Experience

In order to be successful in this role, you will need to have a minimum of 3 years' Sales or Sales related experience in IT solutions and services, including:

  • Lead generation
  • Prospect qualification
  • Pipeline building
  • Negotiating
  • Objective/target achievement
  • Solution Sales
  • Account Management skills

The ideal candidate will also need to have these complementary skills and attributes:

  • Proven sales ability to sell into new prospects and Identify opportunities for business improvement and strategic new business opportunities
  • Experience in combining and presenting existing products/services into a single, targeted package for customers - in other words, creating new services or solutions
  • Expert product and industry knowledge, coupled with the ability to deal with customers at all levels and translate client needs into a complete solution
  • Presentation skills at CXO level
  • Excellent sales skills and product knowledge
  • Positive, confident approach and a hungry attitude
  • Team oriented with a personality and manner
  • Excellent written and verbal communication skills
  • Self-starter with strong self-motivation and hands-on approach

An understanding of these topics will be highly beneficial:

  • Surveillance and Analytics
  • Room, Collaboration and Control Solutions
  • Access Management
  • Energy and Power Supply Management

Previous industry experience highly beneficial:

  • DD
  • BCX
  • Bytes
  • B Logic
  • Infonetix
  • Orange Street Software
  • E-networks
  • TCM

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