Account Director – System Integrators

Saunders Scott; Amsterdam; On-site; EUR 90,000 - 140,000; Full time

Job summary

Saunders Scott in Amsterdam is seeking a senior sales leader to plan, drive and expand engagements with strategic clients across multiple routes to market. You will shape multi-product and multi-solution opportunities and steer cross-functional teams to deliver value.

The role requires a strong ICT background, experience in CXO-level engagements, and a proven track record in global alliances and partner ecosystems.

Qualifications

• 8+ years of experience in consultative selling in the ICT industry.
• Strong ICT technical background suitable for global enterprise environments.
• Experience managing sales through direct and matrixed resources with GSI partnerships.

Responsibilities

• Plan, lead and develop deeper and wider engagements with identified customers across multiple routes to market.
• Create, identify and develop opportunities for multi-product and multi solution sales.
• Develop growth strategy, partnership and alliance model for global technology alliances in NL & Nordic.
• Establish engagement and relationship model, drive 360-degree relationships with key strategic clients and technology providers.
• Assess and review pricing and contract management to increase broader penetration, win rate and profitable business.

Skills

Consultative selling

GSI relationship management

ICT background

Sales management

CXO level engagements

Job description

• Plan, lead and develop deeper and wider engagements with identified customers across multiple routes to market, create, identify and develop opportunities for multi-product and multi solution sales.
• Develop growth strategy, partnership and alliance model for global technology alliances across the Netherlands & Nordic region.
• Establish engagement and relationship model, drive 360-degree relationships with key strategic clients and technology providers covering sell-to, sell-through, sell-with, and facilitating buy-from Internal.
• Plan, lead and guide the team in achieving and exceeding the objectives for growth areas including but not limited to Network, Security and UCC.
• Conduct reviews with product management on the development of services and capabilities in the growth areas to increase market relevance and value proposition for such services in the market.
• Assess and review the pricing and contract management approaches to increase broader penetration, win rate and profitable business for the company.
• Finalize the list of key strategic clients in scope; Study the past performance trends with these clients; Examine the past trend of ACV of new deals and estimate potential "win rates".

Key Qualifications & Skills

• 8+ years of experience in consultative selling in the industry with GSI relationship management.
• Strong ICT technical background - preferably in a multinational /global environment. Sales Management experience in managing sales activities through direct and matrixed resources.
• Experience in CXO level engagements and working with industry experts, partners, technology vendors.