Reporting to the CEO of this software engineering and product development company. Your role will be responsible for managing the software solution sales aspect to their business and interacting daily with one or multiple Enterprise Class Infrastructure clients.
The Account Manager is accountable for leading the relationship with specific customers from an engagement and delivery perspective. These customers are typically classified as Key, Growth or Major Accounts.
The Account Manager will be commercially and operationally responsible for the design, build, operation and support of the specific customer’s IT operations. In doing so they will deliver the required customer gross profit and efficiency targets.
In addition to leading quarterly review meetings with our clients, your role will be to also direct strategic roadmap and planning efforts, brief clients semi-annually on technology and process evolutions that may be of interest or benefit to them. An integral part of this role is be responsible for assisting business development in both a pre and post sales capacity and identify areas where you will be able offer improved service and/or reduce client’s operational costs throughout the engagement lifecycle.
Operational management tasks to include SLA management /compliance /reporting, contract management and proactive statistical analysis of performance data.
Key Experience and Skills:
- Strong knowledge of enterprise technology infrastructure, knowledge of cloud computing concepts, software, and systems (i.e. networking, virtualization, VMware, hypervisors)
- Experience in a Managed Services environment
- Previous account and/or program management experience
- Direct experience in managed services environment (either as a customer or vendor)
- Ability to interface with clients at the CxO level is required, previous experience preferred
- It is essential that you have at least 3 to 5 years IT, Software sales solution experience
- Previous experience selling within the IT/Software sector is essential.
Key Metrics for the Business Relationship Manager will include:
- GP – gross profit (project)
- GP% - gross profit percentage (project) at a customer level
- Efficiency
- Customer Satisfaction – quarterly surveys (and re-surveys)
- Net annualised recurring – increase value of recurring business
- Additional revenue – additional business into customers
- Customer Retention – ensuring that we retain existing customers