International IT vendor company - one of the Top 10 companies in the world.
Role purpose : The National Account Manager (NAM) will manage the local customer relationship for a portfolio of Enterprise accounts across the group operating companies, affiliates and partners and drive profitable revenue contribution and increased market share from integrated product, IT service and solution offerings.
Leads account planning and strategy development for a defined portfolio of Enterprise accounts supporting and aligned to the global account plan (as defined by the Global Account Manager, Regional Account Manager and customer)Drive accelerated revenue growth by identifying potential markets for new and existing products and services
Identify and pursue sales opportunities and leads which may come from meetings, clients, other sales force, vendors and others.
Maximises internal network to get results for customers and to ensure effective problem resolution and problem management
Introduces new innovations and concepts to key decision makers within the customer through relationship and stakeholder management of CEO's and Sales Directors within all key clients.
Understands up front through engagement at the right business level the customer's strategic and operational issues.
Oversees new products, services and mobile solutions of account.
Works in partnership with Customer fulfilment and pre and post sales areas to ensure seamless introduction of new product services and solutions to accounts
Key performance indicators :
New business contract value
Core competencies, knowledge and experience :
Maintain expertise of internal procedures and systems (e.g.
SFDC) for resigns and acquisitions and managing the progress of quotes through commercial processes to contract production
To have the ability to manage own time to ensure market and product knowledge is up to date
Ensure sales and churn targets are achieved every month.
Experience in solution sales and relationship management (track record of global accounts / enterprise solution selling) within multi-national companies.
Knowledge of ICT development and operations, and a technical sales background preferable
Experience of identifying customer requirements and developing creative and innovative customer-centric solutions with an international context.
Demonstrated understanding of important financial concepts, the IT&T environments, purchasing practices and industry specific aspects of corporate customers
An understanding of corporate governance in complex organisations.
Demonstrated success in networking at senior levels amongst industry leaders with strong relationship management skills
Account management with full P&L responsibility for around 20 accounts with combined worth of €5M