To achieve quota within an assigned set of accounts '250 employees', including components for new business 'margin' and existing revenue retention. The role is to sell and achieve target - while being a high-profile brand ambassador.
The Account Manager is responsible for delivering exceptional value as a SME for Infotrust's Tier 1 products and services. They will also be considered as a strategic extension of a customer's cyber security posture and deploy a number of methods and tools to help customers remain secure and productive in their core business.
Major AccountabilitiesAccount ManagementMaintain existing revenues and margins associated with each customer across their account baseCreate, build and maintain Customer Account Plans - including identifying whitespace, buying structures, key contacts and engaging at a senior level within a defined account setEstablish regular customer meeting cadence, to understand ongoing customer requirements and keep customers informed of Infotrust's cyber-capabilitiesAct as an extension of the customer's cyber security posture by being contactable and escalating issues, incidents and events where necessaryThe Infotrust Way DeliveredDeliver value to existing customers through the Infotrust wayIn conjunction with the Delivery team, conduct regular Operational Reviews and Health Checks for products and solutions purchasedEnsure maximum ROI for current investments with Infotrust is achievedUtilise SPIN or other effective questioning methodology to understand pain pointsUtilise Challenger methodology to evangelise new emerging technologies and approachesAbility to pivot from product-based sales to services and consulting-based salesPosition Infotrust Tier-1 products and services at an expert level to solve customer pain points and address customers' strategic requirementsEffectively engage with and utilise virtual team members (internal and partner) in customer engagements and solution positioningSolution ProposalIdentify and develop strong engagement with vendor partners, to execute on win strategiesAssess and create written proposals and quotations, with attention to detailAssess and create RFP/RFQsOpportunity ProgressionDrive sales through the use of strong qualification and sales methodologyUnderstand customer objections through active listening and respond appropriatelyAchieve key milestones in the sales cycle by proactively and continually gaining customer 'buy in' andConduct POCs and achieve technical sign-offPosition solutions within customer budgetWork cross-functionally with multiple departments and stakeholders – resulting in commercial and legal sign-off.Manage deal closures through use of strong negotiation skills at every point of the sales cycleManage multiple accounts and deals on a daily basis, utilising effective organization skillsRecord KeepingSFDC – Accurate logging of ALL relevant customer engagements and information,Customer phone calls recorded with relevant notesCustomer meetings recorded with relevant notesMaintain accurate account information, including key contacts and white spaceMaintenance of opportunity information, including deal values and next stepsEmail – Timely and relevant follow-up emails completed after all customer/prospect engagements.Email calendar/diary – specific meeting agendas set for all meetingsAccurate and Timely ForecastsManage and maintain SFDC – forecastsDeliver weekly new business forecasts during Monday Sales meetings +/- 10% of quarterly finish numberDelivery churn forecast on an on-going annual basis, during Monday Sales meetingsVirtual Team EngagementEnsure customer satisfaction is maintained at all points during the sales cycle and post-sale, through on-going and effective communication and engagement with the Delivery teamMaximise the effectiveness of the sales strategy, through on-going collaboration with Delivery and Marketing divisionsContinually improve Sales processes through ongoing cadence with Virtual Team membersIdentify and align resources with vendor partners, to accounts and opportunities, where requiredIdentify new revenue streams – utilizing either internal or external Virtual Team membersProfessional skills, qualifications and experienceRevenues – maintaining and growing revenue in line with prescribed quotaMargins – achieving new business margins in line with current margin levelsKPIs – achievement of weekly call, meeting and pipeline addition KPIsCustomer retention – maintaining customer retention levels, in line with prescribed quotaAccurate forecastingOutcomes and measuresA minimum of 2 years' experience in IT (with a strong preference for Cyber Security).Ability to work in a multi-facetted, fast-paced environmentAn aptitude for technology and its applicationsExperience both in SaaS and services/consulting organisations, highly desiredTrack record of strong achievement and over-performance of quotasExperience selling complex solutions, strongly desiredCollaborate with team members and the Leadership Team to continually improve value added services to customersManage deal closures through use of strong negotiation skills at every point of the sales cycleEffective and organized management of multiple accounts and deals, on an on-going basisDrive sales through the use of strong qualification and sales methodologyAbility to deliver strong presentations in multiple formats (Powerpoint, whiteboard, etc) that address identified customer needsPersonal AttributesExcellent communication skills at all levelsA personable/approachable styleDesire to learn about cyber technology and its business applicationsA self-starter who is able to manage multiple tasks effectively within time constraintsAn analytical abilityThe ability to remain resilientA courageous approach to be able to influence and negotiateStrong organizational skillsExcellent problem solving and decision-making skillsPersonality Core ValuesCustomer DrivenAccountableTeam PlayerHumbleTrustworthyHealth and Safety ResponsibilitiesAll employees are responsible for ensuring the health, safety and welfare of all employees and others in the workplace:
Comply with OHS legislationWork in accordance with safe working practicesEnsure that any hazard or injuries are reported to your managerEnvironmental awareness is followed in daily performance of duties
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