Senior Accounts Executive (Sales)

Location: ,
Job Category:
Job ID: 112666
Employment Type:
Salary:
Posted: 07.09.2024

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Occupations:

Job Description:

JOB PURPOSE / SUMMARY
The Senior Account Executive is responsible for selling MBC solutions and products directly to customers. They are assigned to specific opportunities where they possess the advanced sales and/or technical expertise required to successfully conclude the phases of the sales cycle. For assigned opportunities, the Senior Account Executive is responsible for developing and maintaining the relationship with the customer and for closing the sale opportunities, and positively impacting the customer's satisfaction with the engagement and the solutions.
 
The Senior Account Executive is expected to establish a high level of proficiency in the products or services of the assigned discipline, and to learn how these are included in total solutions. 
KEY RESPONSIBILITIES

1. Strategically market and sell company solutions, products and services to current and potential clients in various segment of market; Build pipeline of Opportunities to ensure sales targets are consistently achieved.

 

1. Meet sales and targets by selling of the company’s products and services (Avg over $1M monthly)

 

1. Acquire advanced knowledge of the products/solutions that are being sold in areas of MBC.

 

1. Keep abreast of technological changes and new technologies as it pertains to MBC and it’s competitors lines of business.

 

1. Engage and meet clients in a professional manner with a polished appearance.

 

1. Follow up on new leads and referrals resulting from field activity.

 

1. Identify sales prospects and contact these and other accounts as assigned.

 

1. Prepare and deliver/submit presentations, Tenders responses, proposals and quotations.

 

1. Completes Customer Account Profiles for all assigned customer accounts.
2. Develop and maintain sales materials and current product knowledge.

 

1. Prepare a variety of status reports.

 

1. Participate in marketing events such as seminars, trade shows, and telemarketing events.

 

1. Assist with follow-up for collection of payment.

 

1. Keeps management informed of area activities and of any significant problems.

 

1. Assume responsibility for related duties as required or assigned.

 

1. Complete special projects and other duties as required.

   
COMPETENCIES
 

• Business Acumen

Develops and maintains technical and advanced sales knowledge of offerings in the discipline, along with financial and selling skills, to effectively handle both routine assignments and more complex assignments, for assigned opportunities. A Senior Account Executive is responsible for developing and maintaining advanced skills in managing the sales processes, techniques and tools in the discipline for the assigned territory.
 

• Communication/Negotiation:

Must have the skills and experience and ability to plan and execute an effective sales call, either individually or with others. He or she acquires new information on selling techniques or discipline offering capabilities quickly, to enhance sales and professional effectiveness. For selected offerings within the discipline, differentiates them from competitive alternatives. Collaborates and negotiates with other local team members in matching MBC offerings to customer business requirements. Solutions are based on own discipline offerings, and include other offerings and appropriate terms and conditions, resulting in a final customer proposal. The Senior AE helps to define acquisition alternatives which result in winning financial strategies. Within approved guidelines, negotiates with customers to close the sale, in routine situations. The position communicates new developments or announcements in the discipline / specialty to client relationship teams, and to customers within the assigned territory.
 

• Relationship Building:

The Senior AE must establish relationships with customers at the functional and higher management levels within customer organizations.
 

• Problem Solving:

Resolves job-related problems with discipline offerings, solutions, customer negotiations, or team relationships, in accordance with guidelines from line management. Uses existing techniques or tools to analyze causes, and prepares and recommends solution alternatives to more senior sales specialists or line management.

Job Requirements:

KEY DELIVERABLES AND ACOUNTABILITIES
QUARTERLY:

• Achieve quarterly Sales Revenue targets based on assigned objectives
• Complete recommended/required product training
• Complete recommended self development training
• Complete and update required Customer Account Profiles
• Submit Quarterly Forecast Report based on assigned objectives
• Complete required Customer Sales Visits and visit reports
• Manage Customer Relationships.

 
MONTHLY:

• Achieve monthly Sales Revenue targets based on assigned objectives
• Complete recommended/required product training
• Complete required Customer Account Profiles
• Submit monthly Forecast Report
• Complete required Customer Sales Visits and visit reports
• Submit all customer quotations based on agreed quotation SLAs
• Complete all Tenders responses for assigned customer base; follow up on an active basis.

 
WEEKLY:

• Achieve target customer visits based on assigned objectives.
• Complete recommended/required product training
• Complete recommended self development training
• Complete required Customer Account Profiles
• Submit weekly Forecast Report.
• Complete required Customer Sales Visits and visit reports:
  • Submit Department’s weekly Opportunity report
  • Submit weekly quotation report

 
 
KNOWLEDGE
 

• Some knowledge of ICT infrastructure and its components
• Some knowledge of Virtualization, Hyperconverged infrastructure (HCI), Virtual Desktop, and Business Intelligence (BI).
• Some knowledge the ICT industry, regulation, procedures and best practices.

 
SKILLS & ABILITIES
 

• Ability to think creatively with:
  • Technological solutions
  • Business intelligence
• Excellent interpersonal and influencing skills.
• Positive and optimistic approach to problem solving.
• Analytical and process-oriented approach.
• High energy level.
• Must be able to learn new and quickly changing technologies.
• Pays close attention to detail, ensuring work is delivered to a high standard with the ability to multi-task and prioritize.
• Effective time management and ability to set realistic timescales for work delivery.
• Ability to communicate effectively both orally and in writing.
• Ability to establish and maintain effective working relationships with colleagues.
• Ability to interact positively with customers.
• Must be able to work in a fast-paced environment and adjust to changing priorities and needs while maintaining a calm, professional demeanour.
• Experience working both independently and, in a team-oriented collaborative environment.

 
EDUCATION
 

• Bachelor’s degree in the area of Computer Science, Business Management or Marketing.
• Advanced Sales Training in Technology products.

• Ability to work efficiently with Microsoft Office: Word, Excel, Visio, Project, PowerPoint and Outlook

 
EXPERIENCE & TRAINING
 

• 4-6 years of Sales experience in the IT industry
• Proven ability to achieve sales quotas in environment of similar nature.
• Knowledge of Business Intelligence (BI) tools would be an asset.
• Knowledge of Virtualization, Hyperconverged and High Availability environments would be an asset