SUMMARY:
To manage key strategic and defined named accounts in The Company''s Channel and to sell products/services into agreed territories.
POSITION INFO:
Education:
(Preferable) Degree/Diploma in Marketing or Business Management or equivalent from recognized Tertiary institution
Other Skills, Knowledge & Experience:
• Team Leader skills & experience
• Sales Methodology (MH, LAMP etc.)
• Value Based & Solution Selling
• Complex “Deal Negotiation” Skills
• Strategic Thinking
• 6+ years’ Channel sales/sales experience in the ICT sector
• Ability to market and sell the product/service portfolio
• In-depth understanding of the current market trends and competitors in the market and associated segment
• Understanding of Account Management at various senior organizational levels
• Understanding of Sub-marine, Terrestrial & Satellite Telecommunications market & technology
• Ability to lead complex negotiations
• Ability to draft business cases for deals - commercial & technical solution
• Basic Financial Accounting (CAPEX, OPEX, TCO, NPV etc.)
• Knowledge/Experience in Telecommunications industry
Core Tasks to Accomplish Job Responsibilities
Key Responsibility: Focused partner/territory engagement management
Core Tasks:
Gain a thorough understanding of the partner/territory.
Develop & own the key account plan for the partner/territory.
Achieve key goals and sales targets per partner/territory.
Enter forecasts & sales reports into Salesforce.com.
Key Responsibility: Effective manage account plans
Core Tasks:
Gain a thorough understanding of the customers’ environments and associated needs.
Develop a plan to infiltrate the partner account effectively in order to map opportunities and potential incentives for the partner account sales teams and in so doing, growing The Company''s wallet share within the account.
Achieve key goals and sales targets per partner.
Enter forecasts & sales reports into Salesforce.com.
Engage management team to sponsor and be aligned with the account plans.
Key Responsibility: Generate sales revenue (net cash flow) for The Company against agreed targets
Core Tasks:
Generate sales opportunities within defined key partners/territories.
Close deals, achieve sales revenue targets and increase profitability (net cash flow).
Build and manage key partner relationships to secure The Company''s existing and future sales revenue with specific clients.
Ensure management of customer payments (Debtors days).
Key Responsibility: Effectively Manage key strategic named partner relationships on behalf of The Company.
Core Tasks:
Implement relationship strategy and coordinate contacts with the client in alignment with the client relationship strategies.
Identify key decision makers at the highest levels of the client organization (owners, board, CXO) and manage the involvement of management in dealing with those.
Build and maintain professional client relationships.
Oversee the delivery of products/services sold to customers.
Personally own and manage key named partner accounts in various strategic sectors: retail, consumer, corporate, system integrators & public sector including multi- tenant initiatives.
Focus on not more than 20 key strategic named accounts, specifically driving the volume and value strategies for the Channel within The Company.
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