Global Account Manager (Apple)

ASBIS; Polska; On-site; PLN 320,000 - 520,000; Full time

Job summary

ASBIS Group is seeking a Global Account Manager who hunts and grows strategic multi-country IT accounts. The role opens doors at C-level in large enterprises and aims to turn new logos into long-term partnerships.

You will lead complex deals, coordinate delivery, and manage cross-country teams, ensuring revenue and gross profit against targets while expanding share of wallet with services. Fluent English and Russian are required; 8+ years in B2B sales and 5+ years in strategic/global accounts in

Qualifications

• 8+ years in B2B enterprise sales, including 5+ years as key/global account manager in IT.
• Proven hunter with track record of new enterprise logos and meeting targets.
• Experience selling to C-level executives and closing large multi-country deals.
• Strong network among enterprise decision makers in UCIS region; MEDDICC/Challenger preferred.

Responsibilities

• Hunt new multi-country enterprise accounts and secure new logos from first contact to signed deal.
• Open doors at C-level and position ASBIS as a strategic workplace partner.
• Create and execute strategic account plans with stakeholders and executives.
• Lead long, multi-stakeholder deals with presales and BDMs to close.
• Grow existing global accounts across countries with new departments and services.
• Coordinate country delivery and maintain One Point of Contact for the customer.
• Maintain a strong pipeline and accurate forecast in CRM; review must-win deals weekly.

Skills

Hunter mindset

Executive selling

C-level engagement

Strategic account planning

Negotiation

English proficiency

Russian proficiency

Education

Master's degree

MBA (plus)

Job description

The Global Account Manager is a hunter. The role opens doors at C-level in large international and regional enterprises, wins new multi-country accounts and grows them into long-term strategic relationships. It is the single owner of the largest customers that buy across several countries.

Success means new logos won, revenue and gross profit on target, and growing share of wallet: selling business outcomes (devices with device management, AppleCare, trade-in and lifecycle services), not only units.

Key Responsibilities:

• Hunt new accounts. Identify, target and win new multi-country enterprise accounts (IT services, banks, telcos, energy, international organisations and others); build and work a named target list and own new-logo acquisition from first contact to signed deal.
• Open doors at C-level. Build relationships with CIO, CTO, CFO, CPO and CEO level; use own network, executive events, Apple and partner introductions to get access; position ASBIS and Apple as a strategic partner for the customer's workplace and mobility strategy.
• Strategic account planning. Write and run an account plan for every key account: stakeholder map, business priorities, installed base and refresh cycles, white space, growth plan and executive sponsor; run quarterly account reviews.
• Lead complex deals. Drive long, multi-stakeholder sales cycles: qualification, value proposition, commercial proposal, negotiation, framework agreements and closing; bring in Presales and BDMs to build the solution.
• Grow existing global accounts. Protect and expand current global accounts across all countries: new departments and locations, refresh, attach of AppleCare, device management and services.
• Orchestrate delivery. Coordinate country teams; One Point of Contact for the Customer.
• Forecast and pipeline. Keep a strong, qualified pipeline and an accurate forecast in CRM; review must-win deals weekly and elevate risks early.

Key performance indicators:

• Revenue and gross profit vs. target
• New multi-country accounts won (new logos) and revenue from them
• Qualified pipeline coverage and new opportunities created
• C-level relationships and executive sponsors in place in key accounts
• Share-of-wallet growth and attach of services in existing accounts
• Forecast accuracy

Requirements:

• Master's or bachelor's degree; MBA is a plus
• 8+ years in B2B enterprise sales, including 5+ years as key, strategic or global account manager in IT (vendor, distributor or system integrator)
• Proven hunter: track record of winning new enterprise logos and consistently meeting or exceeding targets
• Experience selling to C-level and closing large, complex, multi-country deals with long sales cycles
• Strong existing network among enterprise decision makers in the UCIS region
• Strategic account planning and solution selling skills; formal methodology (MEDDICC, Challenger, Miller Heiman Strategic Selling or similar) is a plus
• Strong commercial and financial acumen: pricing, deal structuring, framework agreements, tenders
• Excellent negotiation, presentation and executive communication skills; resilient and self-driven
• Knowledge of the Apple ecosystem in business and device lifecycle services is a strong plus
• Fluent English and Russian; local language of a UCIS country is a plus

We offer:

• Opportunity to work for a financially strong, fast-growing multinational company
• Constant interaction with global teams of professionals
• International career opportunities
• Access to continuous professional development: training, certification programs, events, and team buildings
• Attractive remuneration package

ASBIS Group is a leading IT company specializing in value-added distribution and development of IT, IoT, and Robotic products, solutions, and services to the markets of Europe, the Middle East, and Africa.

In over 30 years of operations, ASBIS has grown into an international group, headquartered in Cyprus, with subsidiaries in 34 countries across EMEA, and nearly 3,000 employees.

We are proud of being one of the certified companies by Great Place to Work®, the global authority on workplace culture, as we believe that our true asset is people. ASBIS invests a lot to create a workplace where every employee has a place for professional growth, and appropriate support to unlock their potential and build a future with the Company.

Whatever your area of expertise and specialization, you will find a range of career opportunities at ASBIS.

By responding to the vacancy, you consent to the processing of your personal data indicated in your CV. For more, please visit https://www.asbis.com/gdpr-candidate-privacy-policy