Account Manager at Sheer Logic

• The account manager oversees and manages relationships with mid-level business clients. She or he focus on maintaining client satisfaction, growing account value, and ensuring the delivery of products or services that meet the specific needs of medium-sized businesses.
• The account manager is the voice of the Customer within Airtel Africa.
• The account manager is on an Enterprise SIP (sales incentive plan), she/he is measured on incremental revenue and order monthly recurring value

Key Responsibilities

Key responsibilities    key result / decision areas (outcomes)

• Engage with current and potential customers at Management level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards or closure of Airtel contracts: network services (fixed or mobile), solution sets, value added surround services    Through the sale of core and add on services and optimal portfolio mix achieve and exceed account targets addressing both existing customer base and new logo accounts
• Develop multi-functional relationships (Owner, Finance, IT management, Supply Chain, Marketing, VIP users, HR) to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus.    Strong customer relationship ensures proper positioning of Airtel Africa executive sponsors with key customer stakeholders for productive bi-annual / annual reviews
• Understand the customer’s business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Airtel Africa solutions have helped provide value.    Increased revenues from distinguishing Airtel Africa as providing stable network and coverage, customer service, value add services verses the other vendors “selling” just products.
• Prepare regular analysis of competitor activity to understand market direction and  potential impact on customer relationship,  proactively look for opportunity to address need for cost reductions or technology refresh to achieve enhanced capability, improved efficiency, or pronounced market advantage    Demonstrated ability to act promptly to prevent revenue erosion from competitor penetration
• Dimensions
• Financial – This position has revenue, and order targets based on account assignment
• People management – Can act as a virtual team lead on occasion coordinating / managing a number of individuals for a specific opportunity.

Qualifications

Education

• Degree in Business, Finance or other relevant field (or equivalent)
• Other (Desirable)
• Membership in related professional organizations
• Certifications / accreditation in relevant areas

Experience

• 3 to 5 years experience in sales and relationship management of mid-sized businesses
• Solid understanding of Fixed and mobile Connectivity, ability to understand solutions such as NaaS, CPaaS, IoT, Security, Cloud
• Industry sector knowledge and understanding of customers in that sector, their strategies and business challenges
• Understanding of governance within Enterprise organizations