Client Manager - IT Solutions Sales

SUMMARY:
Client Manager - IT Solutions Sales

POSITION INFO:

If you are looking to join a Global Team then this is the career move for you! Our client, a top employer to thousands of talented people, is looking for a Client Manager - Sales to join their team in Durban

Job Description Summary

The Client Manager has account responsibility and their key focus is around analysing the client’s situation and business requirements through awareness, empathy and good questioning. They have the ability to influence clients to use Ignite’s solutions through articulating value in the client’s terms.

Job Description

Take ownership of clients

They take ownership of a range of accounts within the domestic, mid-market or international market segments, by passionately advocating the client requirement, whilst keeping sight of the need to increase revenue and improve margins for Ignite. Ideally, Client Managers are vertically structured and their portfolio of accounts are in one or adjacent verticals.

Develop account strategy

These employees use their engagement skills to establish their account strategy with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction) in the specific account. They build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for Ignite.

Ensure client satisfaction

They drive passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client. They aim to realise revenue and margin targets and exploit opportunities, whilst displaying notable client service orientation.

Generate demand from clients

They are able to generate demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulate how Ignite can add value through our services and solutions. They leverage their relationship skills and knowledge of the client environment to assist and influence the client at every stage of the buying cycle, and to position Ignite favourably compared to competitors. They have the ability to influence and work closely with vendors, partners and internal employees such as Project Managers and Service Delivery Mangers to achieve the required results.

Develop and grow profitability

The Client Manager approaches the management of his/her account in a systematic way by identifying and defining the strategy they will use to develop and grow the account profitably.

Vulnerability analysis

They do a vulnerability analysis of Ignite’s position in comparison to that of competitors and vendors, to ensure the client’s requirement is at the heart of our proposed solution. They understand the competitive environment and can effectively pursue and select specific deals that will have a profitable result for Ignite, by displaying knowledge of how the client’s opportunities aligns with Ignite’s strengths, the urgency drivers for the client and the client’s current relationship with Ignite.

Effective use of sales tools and methodologies

They use Ignite’s sales tools (e.g. Salesforce.com) and methodology to effectively manage their accounts, opportunities, pipelines and forecast.

Ensure governance

Client Managers develop and/or align governance and compliance policies in own practice area to identify and manage risk exposure liability. They assess, surface and mitigate buyer centric risks that could prove detrimental to the buyer’s credibility or could derail an initiative altogether.

Ensure financial compliance

These individuals monitor and control financial governance and compliance throughout an area of specialisation in order to manage financial cost. Client Managers identify who in Ignite holds budget authority and actively pursue opportunities to obtain access to the budget. They aim to realise revenue and margin targets and to maximise sales opportunities through connecting client needs with Ignite offerings and solutions.

Behavioural skills

As corporate citizens, Client Managers can work effectively in teams and manage their assigned work processes. They contribute ideas to the improvement of internal processes and continuously improve their own competence levels by displaying a learning orientation.

Required Work Experience:

4 – 6 years’ work experience,

At least 2 years’ work experience in a Sales environment

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