Account Manager

Account ManagerGeneral DescriptionThe Account Manager manages partners that reside in our Gold and Silver partner program. The focus is to develop business within customer and partner accounts by leveraging channel partners across the territory. A target/goal will be set, and the AM will work with the appropriate support structures to achieve this goal. The AM will be responsible for forecasting, closing, and increasing revenue pipeline from their territory. The AM has close involvement in strategy and implementation of marketing activities for their base.Job DescriptionDevelop and lead the go to market plan for your target accounts, with assistance from the Channel Manager. This plan will include: activity prioritisation, defining of target accounts, qualifying and agreeing a shortlist of key partners to maximise territory sales coverage ,and agreeing joint go-to-market plans with such partners, VIP client management, recruitment of new partners, partner incentive programs, marketing activities.Work closely with Account Administrators to develop and implement the above plan.Liaise closely with the Marketing Manager to maximise coverage and create demand within the base.Own and exceed the quarterly revenue target. Provide forecasting and update account/opportunity detail in weekly feedback meetings.Adherence and completion of monthly /quarterly KPIs. partner visits (May include local travel) new partner signups, account management and review, revenue (billings) growth, as well as additional KPIs included as the AM strategy progresses.Engage directly with the end customer or partner during the buying cycle, as required (by the partner) and appropriate (depending on opportunity size or strategic importance).Understand and establish relationships with key contacts within partner accounts.Identify new business drivers that drive sales.Match company solutions to the partners business needs, challenges, and technical requirements.Execute solution selling to existing partner base and new prospects.Processing of quotations and orders for partner accounts where applicableCreate quotes for partnersSales/pricing/discounting queries to Channel ManagerWhere necessary, assist customers with product queries, including product troubleshooting.Partner Lifecycle ManagementEnsure smooth recruiting of Partners in the allocated territoryApplication processingIntroductory MeetingSales TrainingCreation of Accounts on Education Centre and MSP (where applicable)Provision of Internal licensesArranging technical trainingRelationship Management & SupportEscalation of client or partner issues to the Channel ManagerAny complaints to be escalated timeously.Queries that need assistance or for which answers cannot be determined to be escalated.Perform any reasonable tasks / duties requested by management.PrerequisitesSuccessful, proven sales background with solid experience in software sales.Have very good knowledge of the IT ecosystem.Solid end user field sales experience into commercial customers.Strong technical and business acumen, ability to engage at architecture and CxO level.Strong track record of exceeding sales objectives and targets.Experience and knowledge of working with channel partners. Ideally includes established relationships that can assist you in quickly growing your territory.Excellent written and verbal communication skills including the ability to effectively present to both technical and executive audiences.Ability to maintain high sales activity levels. Adept in managing many opportunities simultaneously, high energy, motivated self-starter.Ability to forecast.Great relationship skills, tenacity, brand, resilience and inter-personal/presentation skills.Works well under pressure.Ability to work as part of a team.Educational qualifications/ExperienceMatric certificatePartner experience. Preferably ITNetworking skills: 5yrs Distribution or reseller experience, preferablyTechnical knowledgeSales & Account Management SkillsKnowledge of Security softwareExperience with Windows & Excel
Cape Town, WC, ZA