IT Key Account Specialist

VITRO, Inc.; Makati; On-site; PHP 1,000,000 - 1,800,000; Full time

Job summary

VITRO, Inc. in Makati, Philippines seeks a Senior Data Center Solutions Sales Manager to develop and present complex DC offerings tailored to client requirements.

You will lead conversations with CXOs and end users, maintain key accounts, and drive strategic plans across colocation, Internet Access & Exchange, Cloud Exchange, and Professional Services. You will collaborate with TechCon, Finance, Operations, Product, and Relationship teams to craft winning strategies, forecast pipelines, and

Qualifications

• Bachelor’s degree in Information Technology, Business Administration, Marketing, or related field.
• At least 6 years of relevant work experience.
• At least 1 year of supervisory experience; or may be considered as a specialist.
• Basic Data Center Training.
• Basic understanding of data center industry, market trends, and key technologies.
• Familiarity with CRM software such as Salesforce or HubSpot.

Responsibilities

• Develop and execute complex data center solution offerings based on client requirements.
• Contribute to conceptualization and design of project proposals and client materials.
• Present data center solutions and establish effective communication with stakeholders.
• Maintain relationships with key accounts and ensure client satisfaction.
• Develop and implement components of strategic account plans.
• Prepare sales pipeline materials to support forecasting and engagement.
• Identify upselling and cross-selling opportunities within accounts.
• Collaborate with internal teams to develop winning strategies.

Skills

Solution selling

Key account management

Negotiation

Client relationship management

Data center knowledge

CRM proficiency

Education

Bachelor’s degree in Information Technology

Business Administration or Marketing

Tools

Salesforce

HubSpot

Job description

Job Description:

• Develop and execute complex data center (DC) solution offerings based on client requirements gathered through solution consultations and discovery workshops with product and service owners.

• Contribute to the conceptualization and design of project proposals and prepare client-facing presentation materials.

• Present and explain data center solutions, solution pillars, and basic concepts in a clear and easy-to-understand manner.

• Navigate client conversations using appropriate question sets based on the audience, including CXO-level and end-user-level stakeholders.

• Maintain and strengthen relationships with key accounts and ensure client satisfaction.

• Establish and maintain effective communication with clients and key stakeholders by providing timely responses and proactively addressing concerns.

• Develop and implement components of strategic account plans.

• Prepare and conduct sales pipeline presentation materials to support sales forecasting and stakeholder engagement.

• Accurately identify client problems and evaluate potential solutions to address them effectively.

• Address client concerns and issues by providing timely and effective solutions.

• Maintain awareness and familiarity with VITRO’s Data Center Suite of Solutions, including Colocation, Internet Access & Exchange, Cloud Exchange, and Professional Services.

• Stay updated on general data center market trends to ensure relevant and competitive solution delivery.

• Understand the customer’s business and conduct SWOT analysis to determine their current state and support strategic account planning.

• Lead and actively participate in high-stakes negotiations, applying negotiation principles to achieve mutually beneficial outcomes while consulting senior leaders on complex or nuanced matters.

• Develop and execute sales strategies tailored to key account needs.

• Identify upselling and cross-selling opportunities to increase revenue from key accounts.

• Identify sales opportunities within accounts and build and maintain a healthy sales pipeline.

• Support the preparation of sales proposals and presentations to engage prospects and drive business growth.

• Support the preparation of account-specific financial reports and forecasts to inform decision-making.

• Deliver business presentations to clients, build rapport, and communicate clearly and effectively to influence customers.

• Collaborate with internal teams, including TechCon, Finance, Operations, Product, and Relationship teams, as well as partners and stakeholders, to develop and execute winning strategies.

• Create and maintain detailed account plans aligned with client business objectives.

• Perform other relevant duties and responsibilities assigned by the Group/Division/Department Head.

Job Qualifications:

• Bachelor’s degree in Information Technology, Business Administration, Marketing, or a related field.

• At least 6 years of relevant work experience.

• At least 1 year of experience in a supervisory role; or may be considered as a specialist.

• Basic Data Center Training.

• Basic understanding of the data center industry, including market trends, competitive landscape, and key technologies such as cloud computing, colocation, and disaster recovery.

• Basic knowledge of VITRO’s data center services and solutions, including their technical specifications, benefits, and application to customer needs.

• Basic knowledge of sales methodologies and techniques, including consultative selling, solution-based selling, and strategic account management.

• Familiarity with CRM software such as Salesforce or HubSpot for tracking customer interactions, sales pipelines, and account management activities.

• Basic understanding of financial principles relevant to sales, including revenue generation, profitability, and pricing strategies.

• Basic verbal and written communication skills for presenting solutions and negotiating with clients.