Technical Account Manager

DataFin; Centurion, Pretoria; On-site; ZAR 600,000 - 900,000; Full time

Job summary

A leading company in Intelligent Process Automation is seeking a Technical Account Manager to establish client relationships and drive revenue. The ideal candidate will have 2-5 years of experience in Enterprise Account Management, a deep understanding of solution sales, and be knowledgeable in sales methodologies. Responsibilities include managing stakeholder communications, optimizing service offerings, and growing accounts through strategic negotiation and planning.

Qualifications

• Minimum 2-5 years of Enterprise Account Management experience in IT and Technology.
• Must have experience in solution selling and account management.
• Demonstrated ability to identify and execute plans to achieve desired outcomes.

Responsibilities

• Manage client relationships to grow revenue and educate clients on product offerings.
• Identify and create compelling sales propositions with minimal customization.
• Negotiate contracts and establish initiative timelines to maximize revenue.
• Oversee client projects to ensure all commitments are fulfilled.

Skills

Business Development skills

Enterprise Account Management experience

Understanding of enterprise sales processes

Fluent in English

Excellent presentation and communication skills

Negotiation skills

Ability to drive and coordinate projects

Tools

Sales methodologies (MEDDICC, Sandler, Miller Heiman)

Job description

Overview

ESTABLISH and strengthen client relationships with a focus on driving revenue, product education & client education as the next Technical Account Manager sought by a leading company in the Intelligent Process Automation (IPA) sector. You will identify and create compelling sales propositions utilising internal and external information for clients in specific industries or objectives that can be pitched with minimal customization. The ideal candidate will have extensive Enterprise Account Management experience, minimum 2-5 years, with a track record in IT, Technology, and Solution Selling. You must have managed strategic accounts and have a deep understanding of solution sales and how to increase revenue and resourcing presence and experience with Sales methodologies such as MEDDICC, Sandler & Miller Heiman.

Responsibilities

• Raise the bar – Be results-focused, grow revenue, educate, and lead strategic conversations with the Clients and Vendors.
• Identify and create compelling sales propositions utilising internal and external information for clients in specific industries or objectives that can be pitched with minimal customization.

• Make your own discoveries – Grow a deep understanding of UiPath, Power Automate, Azure Cognitive Services and AiForged products, processes and tools.
• Demonstrate expertise in all matters relevant to your book of business, excluding escalation and troubleshooting to resolve client issues.

• Assume ownership – Work with enterprise clients to optimize and improve the services, solutions, and product sales within the accounts.
• Understand their business objectives and determine the correct course of action with a view on helping them grow their business.

• Embrace change as an opportunity – You will have a growth mindset: learning if you don't understand, accepting challenges, growing through failure; viewing uncertainty as an opportunity to thrive.

• Collaboration creates value – Seek to support new team members as they learn about our products and processes. Share your knowledge and empower your peers. Liaise with cross-functional teams on structuring and executing operational and strategic initiatives.

• Relationship Management – Manage the internal communications between clients and the teams in the organisation. Manage all stakeholder relationships within the client’s business, especially IT and operations units, to ensure that expectations and priorities are clear and that all required support is in place to achieve the objectives of the engagement. Develop a trusting relationship between key clients and the organisation, through understanding and anticipating the client’s needs and assisting with general client requests or issue escalations as needed.

• Account Growth – Negotiate contracts with the client and establish initiative timelines with related client budgets, including negotiating contracts and agreements to maximize revenue.
• Responsible for the growth of the account by prospecting, evaluating, and proposing additional products and services in support of the client’s business and technology objectives.

• Delivery Assurance – Acting as the voice of the client when liaising with internal teams to ensure initiatives meet requirements, oversee the planning, management and implementation of client projects related to products & services to ensure fulfilment of all client commitments.

• Account Planning – In alignment with client’s and business objectives, create an annual account plan detailing opportunities to be pursued, relationships to be nurtured and account risks. The Account Manager will manage and report regularly against the account plan.

Requirements

• Business Development skills.
• Extensive Enterprise Account Management experience, minimum 2-5 years, with a track record in IT, Technology, and Solution Selling.
• Possess a deep understanding of enterprise sales processes.
• Must have managed strategic accounts and have a deep understanding of solution sales and how to increase revenue and resourcing presence.
• Fluent in English, both written and verbal.
• Excellent presentation and communication etiquette skills.
• Knowledge across a range of marketing tools.
• Use of Sales methodologies such as MEDDICC, Sandler, Miller Heiman.
• Excellent negotiation skills.
• Ability to drive and coordinate projects.
• Business Development and Sales experience with demonstrated growth results.
• Demonstrated ability to identify and successfully execute a plan to achieve a desired outcome.

Attributes

• Analytical state of mind, structured, highly driven, and solution-oriented person.
• Ability to build strategic relationships.
• Strong business acumen.
• Goal driven and a track record of achieving those great results through teamwork and collaboration.
• A high level of initiative, drive, and determination to set targets and achieve goals through exceptional levels of client satisfaction is a key consideration in the selection for this position.