Account Manager - Service Providers East Africa
Dimension Data
Total years of experience :14 years, 1 Months
• Retaining a portfolio of clients to an established KPI retention rate of 70%+
• Managing a portfolio of over 15 clients and up to a value of $30, 000, 000, which includes, having an in-depth understanding of the financial status of the portfolio including individual value, billing and contract renewal
• Establishing and maintaining strong client relationships at the highest level through regular close contact account management, which includes regular face to face meetings, telephone and email communication that includes spending 50% of my time in face to face client meetings
• Interacting closely with the Managing Director, to gather, monitor and analyse sales performance data on a weekly basis.
• Managing expectations of all stakeholders by communicating through meetings, verbal, written and email forms
• Project managing campaigns; developing timetables and setting deadlines for clients and our technical team
• Producing weekly, monthly and quarterly status reports to my line of business manager to establish individual client requirements whereby each client receives a bespoke service or solution
• Handling upgrades and renewals from existing and new clients
• Ensuring account plans for each client are updated regularly
• Increase the services offered to my portfolio, which in turn increases the income generated in conjunction with the cross-sell and up-sell.
• Responding to requests from the client in an efficient and timely manner
• Avail high level sales presentations
• Travel across the region meeting clients in East Africa including Djibouti, Ethiopia and Madagascar
• Attend training on products and solutions (locally and internationally)
Principal Responsibilities:
Sales (50% of time):
• Selling activities to achieve overall Revenue and GP goals
• Provide assistance to the sales team in closing specific business opportunities.
• Provide updated sales pipeline on regular basis to include: quote tracking, order tracking, close ratio, number of calls, open opportunities, etc.
• Provide answers to pre-sales technical questions to customers.
• Provide frequent feedback to the Managing Director to ensure appropriate programs, promotions and tools are in place to ensure success at the customer level.
• Coordinate lead opportunities provided by Oracle for managed account business.
• Evangelize assigned products and programs and information through participation in sales team meetings.
• Manages and Track software renewals, maintenance contracts, and warranties as applicable to Oracle Product lines.
• Respond to tenders and quotes
Field Sales Alignment / Reverse Marketing (30% of time)
• Customer visits to educate customers on new products and solutions.
• Register opportunities with Oracle to receive preferential pricing and support
• Establish relationships with Oracle Sales Team and ensure that they are aligned to the customer.
• Coordinate meetings between the company’s sales team and Oracle.
Training / Event Coordination (10% of time)
• Prepare and deliver training as required to Sales team.
• Provide assistance with organizing and staffing Oracle specific sales programs/incentive programs, Blitz Days, etc.
Learning and Certification (10% of time)
• Develop and maintain expertise on Oracle products, programs, competition and the industry as well as learning about Oracle solutions including product solutions, product road maps, technology, and industry/competitive information.
• Attend Oracle specific trainings to maintain full knowledgeable on all applicable products and programs.
Principal Responsibilities:
• Strategic Sales in Key accounts
• Own the highest possible relationships in the account whilst driving a bottom up relationship strategy with all those in contact with the client
• Relate the customer business requirements to Gestalt Gild’s technical team for an appropriate solution.
• Develop and communicate the Account Plan, with the active participation of the Gestalt Gild’s management
• Conduct sales presentations for customers
• Build and manage a sustained pipeline of qualified opportunities
• Achieve client satisfaction to agreed levels and strive to outperform competitors
• Lead negotiations with client to ensure that business/contractual relationships are developed and sustained and that all business - engagements remain profitable.
• Actively develop personal knowledge of industry/market sector, client's business challenges and the impact of potential future changes.
• Develop an understanding of the customer's industry, and the customer's own competitive strategy.
• Manage partners and partnering strategy effectively and proactively
• Partnerships Managed: Sun Oracle, NetApp, Vmware, Symantec and Dell
Achievements (From April 2010 - February 2011):
Personal Yearly Sales Target: $ 1, 500, 000.00 (100%)
Achieved Target = $ 1, 718, 557.00 (115%)
Sun SPARC Enterprise Entry-Level, Midrange, and High-End M-Series Servers Sales Specialist Sun SPARC Enterprise T-Series Servers Sales Specialist Sun Storage 7000 Unified Storage Systems Sales Specialist
NetApp Accredited Sales Professional (NASP)
Vmware Sales Professional 4 (VSP 4)
Kenya Certificate of Secondary Education – KCSE