Account Development Manager – Public Sector

Surtech; Johannesburg; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Surtech is seeking an Account Development Manager to manage a portfolio of clients using the world's #1 GRC software, as South Africa's sole reseller. You will nurture relationships, identify opportunities, and close deals to meet targets, with travel nationwide and a strong emphasis on renewals and upsell opportunities.

The role reports to the Head of Sales in a fast-paced, team-oriented environment. A matric certificate and a business degree are preferred; 5+ years in software sales is

Qualifications

• Experience in software solution sales
• Ability to influence at executive/C-level
• Proven track record of meeting quotas

Responsibilities

• Utilise sales methodologies to convert renewals to software renewal sales
• Prepare proposals, tenders, presentations and contracts
• Update CRM with all activities
• Schedule and conduct Customer Success and relationship meetings
• Identify upsell opportunities and ensure client satisfaction
• Collaborate with Client Partner and Services teams to maximize solution utilization

Skills

CRM management

Stakeholder management

Sales forecasting

Client relationship building

Negotiation

Communication

Education

Matric certificate

Business Degree / similar

Tools

Salesforce

Zoho CRM

HubSpot

Job description

Our clients are our top priority. The Account Development Manager will manage a set of accounts that are currently using the worlds #1 GRC software solution! We are the sole reseller of this software in South Africa, a solution that is currently used by 89% of the Fortune 500. You will be responsible for nurturing client relationships, maintaining a high satisfaction rating, identifying sales opportunities within your client base and ultimately closing deals to meet predetermined targets.

Reason for vacancy: Growth

Reporting to: Head of Sales

Management level of role: This is not a management role

Working environment & travel: Exceptionally busy, team-orientated environment. This role will require some travel nationally. Driver's license and own transport is essential.

Working hours: 07h30 – 16h00 or 08h00 to 16h30 or 08h30 to 17h00

Key deliverables

• Utilise strategic, proven sales methodologies to ensure that renewal business opportunities convert to software renewal sales.
• Prepare business cases, proposals, tender responses, presentations, and sales contracts.
• Prepare a variety of sales status reports including activities, follow-ups, closings, and adherence to targets.
• Schedule and conduct Customer Success Meetings with your customer based at the required frequency.
• Schedule and conduct account / relationship management meetings with your customer based at the required frequency.
• Ensure that the CRM system (Zoho) is accurately updated with all necessary information.
• Actively increase your industry knowledge to educate and create awareness within the customer environment.
• Develop and maintain excellent product knowledge and be able to discuss the unique benefits of the solution.
• Ensure that existing client renewals are communicated timeously and processed by the due date.
• Identify upsell opportunities and convert to add-on business software sales.
• Effectively work with the Client Partner to ensure customers are sufficiently enabled to maximize solution utilization.
• Effectively work with the Client Partner to ensure client is satisfied with services received and drive improvements on areas where dissatisfied.
• Effectively partner with the Services team to ensure the overall teams success.
• Build and strengthen client relationships to achieve long-term partnerships.
• Maintain accurate client records, keeping track of any contract updates and renewals.
• Work with internal teams to develop strategic marketing plans and ensure KPIs are being met.
• Take inquiries and requests from customers and address their needs.
• Stay on top of accounts, making sure they're receiving services that are within their budget and meeting their needs.
• Meet regularly with other members of the team to discuss progress and find new ways to improve business.
• Generate progress reports to give to clients and higher-ups within the organization.

Technical knowledge, skills & abilities

• Management of customer communications.
• Understanding of Governance, Risk & Compliance Management.
• Problem solving skills and ability to deal with potentially difficult clients.
• Mature individual with high level of emotional intelligence.
• Proven track record of meeting or exceeding quotas and receiving positive customer feedback.
• Proficiency with common customer success and customer relationship management software, such as Salesforce.
• Proven solution software sales knowledge and ability.
• Demonstrated track-record in over‑achieving challenging targets within an enterprise software solution sales role.

Behavioural, soft competencies & skills

• Target-driven, dynamic and confident.
• Excellent interpersonal, relationship-building and networking skills.
• Ability to confidently communicate with C-suite individuals.
• Proven ability to meet deadlines and thrive under pressure.
• Ability to multi-task and work across multiple projects and clients, without dropping-the-ball.
• Well-spoken and professionally presentable with exceptional presentation skills.

Education & qualifications

• Matric certificate.
• Completed Business Degree / similar is highly preferable.

Details of experience

• At least 5 years proven experience in a software solution sales role with targets consistently achieved (must be in this role currently).
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level.
• Solid experience with CRM software (e.g. Salesforce, Zoho CRM or HubSpot) and MS Office (particularly MS Excel).
• Experience delivering client-focused solutions to customer needs.
• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail.
• Excellent listening, negotiation and presentation abilities.
• Strong verbal and written communication skills.

What would make the applicant successful in the role?

The candidate must have strong interpersonal skills.

Be self-motivated and a collaborative team player.

You should have an inherent desire to succeed and exceed the goals and targets you and the business have set.

Be DRIVEN.

Can name more than three Star Wars characters.

Accuracy, Leadership, Results Orientation, Accountability, Humour, Integrity.

We are committed to employing based solely on MERIT, irrelevant of gender, religion or race.

For more information, or any questions contact Tamsin Jatho, [e-mail]