Key Account Manager

Jenkin Beattie; Adelaide; On-site; AUD 130,000 - 180,000; Full time

Job summary

Jenkin Beattie in Adelaide is partnering with a systems integrator and management consultancy to hire a Key Account Manager for Enterprise Technology & Consulting. You will own a portfolio of 15–20 strategic accounts and focus on protecting revenue while identifying cross-sell and upsell opportunities across software, consulting and managed services.

Spread across CIO/CTO/CDO stakeholders, you will develop strategic account plans, build lasting relationships with senior leaders, and drive growth

Qualifications

• 5+ years of experience in Key/Enterprise Account Management within complex technology sales, ideally ERP related.
• Proven track record of growing existing enterprise accounts.
• Experience with systems integrator, consultancy, professional services or enterprise software businesses.

Responsibilities

• Managing 15-20 strategic accounts with circa $10m in existing revenue.
• Developing strategic account plans and driving account growth.
• Building relationships across CIO, CTO, CDO and senior leaders.
• Identifying cross-sell and upsell opportunities across existing customers.
• Expanding relationships into new business units, stakeholders, and technology areas.
• Selling across software, consulting, professional and managed services.
• Leveraging capabilities across Business Practices and LOBs.
• Working with Practice Leaders and Delivery teams to develop customer solutions.

Skills

Key account management

Enterprise account management

C-level engagement

Strategic account planning

Multi-stakeholder sales

Tools

ERP software

CRM

Job description

Key Account Manager – Enterprise Technology & Consulting

The Company

Our client is an established systems integrator and management consultancy with approximately 1,000 employees, delivering technology, consulting and digital transformation solutions to major enterprise and government organisations.

The business has strong software and solutions capabilities across Microsoft, AWS, Oracle, NetSuite, ServiceNow, IBM and Salesforce, supported by broader consulting, professional and managed services offerings. Due to continued growth, they are looking for an experienced Key Account Manager to manage and grow 15–20 strategic customers representing circa $10m in existing revenue.

The Role

You will take commercial ownership of an established portfolio of key enterprise customers, with a focus on protecting existing revenue and identifying new opportunities across the broader solutions portfolio.

Key responsibilities include:

• Managing 15-20 strategic accounts with circa $10m in existing revenue
• Developing strategic account plans and driving account growth
• Building relationships across CIO, CTO, CDO and senior business and technology leaders
• Identifying cross-sell and upsell opportunities across existing customers
• Expanding relationships into new business units, stakeholders and technology areas
• Selling across software, consulting, professional and managed services
• Leveraging capabilities across the various Business Practices / LOB's
• Working with Practice Leaders, Solution Architects and Delivery teams to develop customer solutions
• Building and maintaining a strong pipeline of opportunities across your account portfolio

Ideally, you will bring:

• 5+ years' experience in Key Account Management, Enterprise Account Management within complex technology sales - ideally ERP related
• A proven track record of growing existing enterprise accounts
• Experience within a systems integrator, consultancy, professional services, managed services or enterprise software business
• Strong strategic account planning and commercial skills
• Experience selling complex, multi-stakeholder technology solutions
• Confidence engaging with C-level and senior technology leaders
• Experience across one or more of the Microsoft, AWS, Oracle, NetSuite, ServiceNow, IBM or Salesforce vendor stacks/ecosystems