New business development - Develop and implement the new account acquisition plan in coordination with the Line Manager and Marketing Manager to map and win target customers within specific territory and industry verticals.
Existing Customer Account Management - Develop effective business plans to maximize up-sell and cross-sell opportunities.
Collaborate with the Services team to expand footprint within existing customers.
Building & Managing the Opportunity Pipeline - Build an effective pipeline of opportunities to meet target quota booking numbers, marshalling opportunities through the sales process (including contracts), consistent updates within the sales CRM tool and timely reporting on opportunity status.
Annual Maintenance Renewal Management - Diligently follow the renewal lifecycle plan for annual maintenance contracts, build strong relationships with multiple key executives within the account.
Identify red flags (if any) and take corrective action. Ensure all maintenance contracts are renewed on time.
Performs other related duties as required
Bachelor’s degree preferred
Experience in Sales or account management role within IT industry
Proven track record of sales performance
Well-developed negotiation and sales skills
Strong strategic planning and business development skills
Ability to work under pressure and to deadlines
Commercially astute and abreast of new market trends
Min. 7 years of experience in business development or account management at a system integrator / managed service provider or reseller of data networking products.
Proven expertise in selling network maintenance services / data center solutions / IT professional services to enterprise and mid-market customer accounts in key industry verticals.
Additional experience of selling networking hardware (server, storage, switches) is welcome.
Demonstrated commercial understanding and experience of selling to senior level executives.
Demonstrated aptitude to build strong relationships (external and internal) and work effectively with all levels of an organization.
Sound knowledge of servers, storage, routers and network switches.
Ability to work with autonomy with a focus on business results and booking numbers.
Excellent account planning, presentation, persuasion and negotiation skills.