Key Account Manager at Workforce Africa

JOB DESCRIPTION

The role is responsible for maintaining and developing new relationships within and outside of existing enterprise client base with an intent of acquiring new revenue while growing existing revenue through cross and upsell. The role holder is expected to have an extensive grasp of enterprise technological trends including Cloud, Cyber Security/Resilience, Carrier, Collaboration and X-a-a-S.

KEY RESPONSIBILITIES 

1. Meet and exceed periodic revenue, billing and score card targets as will be defined by the business.
2. Engage with clients across all levels to understand their business, operational and strategic needs with a view to provide technology-based solutions out of our portfolio of products to support the fulfilment these needs.
3. Create, maintain, grow a healthy sales pipeline and subsequently converting the same to profitable sales adhering to set thresh holds.
4. Provide thought leadership to existing, new and potential clients with a bias to technology and Liquid’s capabilities.
5. Ensure all contracted revenue streams from won opportunities are being accounted for in all allocated accounts.
6. Maintain company CRM tool in an up-to-date state with all required data at all times such as customer contacts, account plans, customer landscape e.g. wallet share and diary events.
7. Ensure customer satisfaction scores are constantly improving by measurement through approved organizational policy and tools.
8. Lead and coordinate teams involved in implementation of solutions sold to ensure absolute success and client satisfaction. Ensure all implemented solutions are processed conclusively through to billing.
9. Know, stay updated and adhere to the company’s standard sales procedures, policies, and relevant systems.
10. Maintain an updated set of reports and make them available as will be prescribed by the business or line manager.
11. Provide market related intelligence to the business as gathered during your interaction with different market entities to assist in improving existing or developing new proposition.
12. Engage with Liquid’s internal departments to confirm that the proposed solution can be delivered and supported.
13. Assess the customer satisfaction of the solution, capturing lessons learned and sharing these with the appropriate teams to drive improvements.

QUALIFICATIONS

1. The ideal candidate must possess the following:

EDUCATION

1. Degree in Business Management, Engineering, or IT.
2. MBA will be an added advantage,
3. Sales related Certification(s) from major Cloud services including Microsoft, AWS, Ali Cloud.
4. Sales Related Cyber Security Certification(s) from Fortinet, Sophos, Cisco, Check Point Or ESET. EXPERIENCE
5. At least 8 years in sales with 5 of those in Enterprise Technology Solution sales. Experience selling multi product complex solutions to enterprise organizations.

KNOWLEDGE AND SKILLS

1. Demonstrate an understanding of key financial metrics such as ROI and demonstrate capability to use these as key selling tools.
2. Demonstrate experience in identifying up-selling sales opportunities which increase product penetration within the customer.
3. Demonstrate an understanding of and an ability to manage the opportunity lifecycle from discovery to generation of proposal and subsequent closure and implementation.
4. Demonstrate high level of competence with Microsoft PowerPoint, Excel, Outlook and Word.
5. Demonstrate an ability to understand and effectively use internal process management tools.
6. Demonstrate the introduction of new innovative concepts to key decision makers within the customer through relationship and stakeholder management of the CxO level within the customer organization.
7. An awareness of the telecoms and the ICT industry and the impact it is having on the customer organization