Strategic Account Manager

PRC Recruitment; Dublin; On-site; EUR 60,000 - 90,000; Full time

Job summary

PRC Recruitment is seeking a commercially minded Sales professional to manage a portfolio of established enterprise and government accounts in Ireland. You will focus on retention, renewal on favorable terms, and expansion into new services and divisions.

You will own relationships across multiple stakeholders, maintain an Account Development Plan, and work with Finance on pricing and margins to maximise base revenue.

Qualifications

• Strong analytical skills for forecasting and pipeline management.
• Experience with revenue retention, renewal pricing and contract terms.
• Proven track record in growing revenue within existing enterprise/government accounts.

Responsibilities

• Retain and renew revenue across assigned accounts.
• Grow revenue and gross margin with new sites/divisions and services.
• Develop and maintain an Account Development Plan for key accounts.
• Identify and close incremental opportunities across the portfolio (Network, Cloud Infrastructure, ICT, security, managed services).
• Maintain multi-threaded relationships at C-level and across divisions.
• Forecast accurately with a robust pipeline and renewal timing.

Skills

Forecasting

Renewal & pricing

Account growth

C-level engagement

Cross-functional collaboration

Job description

As one of the largest providers of ICT operating in the Irish market, our client is going through a period of investment in their Business Development, Account Management & Sales Support functions.

This role sits on the retention and growth side of that investment. You will inherit a portfolio of established enterprise and government accounts that are performing, and you will be measured on keeping them and growing them protecting the base revenue, renewing it on good terms, and expanding the footprint into the parts of the customer’s business the company does not currently serve.

The successful candidate will be commercially minded, technically credible and comfortable owning a customer relationship over years rather than quarters. You will become part of the sales team, reporting directly to the Director of Business Development.

What I’ll be doing – your accountabilities

• Accountable for retaining and renewing the revenue in your assigned account base, protecting price, margin and contract term.
• Accountable for growing revenue and gross margin within those accounts — new sites, new divisions, new services and additional towers of the portfolio.
• Accountable for building and maintaining an Account Development Plan for every key account, refreshed regularly, mapping current spend, white space, and the route to budget that is not yet being spent.
• Accountable for identifying and closing incremental opportunities across the company portfolio — Network, Cloud Infrastructure, ICT, collaboration, security, intelligent monitoring and managed services.
• Accountable for maintaining a broad architectural knowledge and having opinions on leading and emerging technologies that your customers require to support their day-to-day operations.
• Accountable for creating a pipeline of 3X (three times) target within the existing account base to ensure adequate cover to consistently deliver target.
• Accountable for developing and maintaining an accurate forecast with a qualified and robust pipeline, including renewal timing and risk.
• Accountable for multi-threading the relationship — building and maintaining contacts at C level and across the customer’s divisions, so the account does not depend on a single sponsor.
• Working with Finance & Pricing to understand the P&L in detail for the solutions in your base, ensuring margins are maximised and renewal pricing is aligned to market expectations.
• Working with delivery, service and operational teams so that service performance is converted into commercial opportunity, and so that escalations are handled before they become churn risk.
• Central point of responsibility for the coordination of all company activity within the assigned account base.
• Ensure internal business responsibilities are completed including CRM, forecasting, reporting, TAS Opportunity Plan reviews, Account Development Plans and opportunity pipeline management.
• Working with Business Development on newly acquired accounts, taking clean handover and building the long-term relationship from it.
• Regular participation at both external and internal events to promote the company’s product and service offerings to clients.

Skills required for the job

• Strong analytical skills, to include forecasting, pipeline achievement, P&L detail, renewal risk analysis and a detailed understanding of customer trading and buying cycles.
• Good knowledge and understanding of company propositions and the business outcomes they deliver — Data Comms, Managed Infrastructure, Hosting/Cloud, Customer Contact, Voice & UC, Security and Managed Services.
• Proven track record of growing revenue inside an existing account base, with the numbers to evidence it.
• Excellent communication, presentation and interpersonal skills, with strong influencing and negotiation skills — particularly in renewal and pricing conversations.
• Ability to engage at board level with customers to strategically position the company, its offerings and its competitive advantages.
• Excellent financial and commercial acumen, and the discipline to hold price rather than trade discount for goodwill.
• Managing change, aligning and prioritising multiple demands across a portfolio of accounts.
• Be resilient and able to achieve consistently against challenging retention and growth targets.
• The ability to work with the minimum of supervision, as part of a team, and present a quality image of the company.
• Be willing to travel and work from customer and other company sites.

Candidates must be eligible to work full time and long term in the location specified or currently hold a valid appropriate long term work Visa to apply.

PRC Recruitment and our clients are equal opportunity employers who seeks to recruit and appoint the best available person for a job regardless of marital / civil partnership status, sex (including pregnancy), age, religion, belief, race, nationality and ethnic or national origin, colour, sexual orientation or disability. PRC Recruitment and our clients apply all relevant Data Protection laws when processing your Personal Data. If you choose to apply to this opportunity and share your CV or other personal information PRC Recruitment and our clients, these details will be held by us in accordance with our privacy policy used by our recruitment team to contact you regarding this or other relevant opportunities at PRC Recruitment