Key Account Manager (Ref No: UA0117)

The Role
The Territory / Key Account Managers primary focus will be to develop the existing customers as well as addressing potential new customers.
The role is to provide customers and potential new customers with the solution- and product knowledge they need to make the right decisions that suits their business, and enhances their competitiveness. The TAM must be able to explain and make the profit of the solution visible for the customer.
The key responsibility will be the penetration and coverage of the defined markets. A key account manager has to show deep knowledge in specific markets as well as knowledge in selling complex technologies related to integrated solutions. He must act as a trusted advisor for specific accounts.
Additionally he has to take care for our indirect partners who also service vertical markets. Together with them he has to prepare the market, identify opportunities, realize projects and support both, the partner and the end customer.
Responsibilities:
Account development managing and maximazing revenues for the direct and indirect business
Consulting sales approach to understand and answer customer s key business issues
Developing a new healthy business pipeline to deliver sales targets derived from new business opportunities
Selling the Company s Solutions business portfolio of products and services
Accountable for managing quarterly account planning strategy
Liaising with other internal Company s Solutions product groups ( e.g. Product Marketing, Marketing Communications, Engineering, Services, etc.)
Validating Value: Engages sales management to validate the business impact.
Commit Process: understands pipeline, forecasting, and commit to buy process.
Build a Business Case: Articulates company s Solutions message and provides an overview of our products and services.
Implementing: Oversees the implementation of the proposed solution by the integrated account team.
Follow-up: Insures high post sales satisfaction that enables repeat business with customers.
Requirements:
Must be a self-starter and resilient.
Enthusiastic and high energy.
Innovative, entrepreneurial and resourceful.
Ability to work under pressure.
Willing to travel.
Practical and pragmatic
Able to make commercial decisions and be accountable