Senior Account Manager

7 days ago

Petaling Jaya, Selangor, Malaysia Johnson Controls Full time

What you will do:

Drive Sales plan with the Sales leader to agree on potential major opportunities and accounts in his/her territory including channel partner development.

This is a hybrid role – for both direct sales (for a specific set of accounts) and channel partner development/management role. This role has potential of being developed into a leader role for the Channel Partner market in Malaysia.

For direct sales - qualify major opportunities to be pursued, drive consistency between Sales strategy (value proposition messages, relationship approach, competitive differentiation) and manage presales effort (solution design, pricing and costing, delivery of proposal, planned project management). Drive pipeline growth till closure of deals.

Own overall communications and relationships for each customer account and channel partner account. You will generate business development activities that are relevant to this market segment and will play a lead role in devising account & channel partner strategies to promote Sensormatic Solutions in these forums. You will be a key face of the Sensormatic Solutions relationship to the clients you engage (direct or indirectly through a channel partner), covering multiple key stakeholders within the organization, including relationships at Executive level.

As a senior key contributor to the country sales team, you will be expected to present your deals and accounts in the Monthly reviews, Account Reviews and accurately forecasting sales.  You are expected to champion the latest Sensormatic solutions and potentially be able to coach the channel partner sales teams on pursuing specific solutions within our portfolio.

How you will do it:

  • Penetrate existing assigned Sensormatic Accounts (including key accounts and global accounts) and pre-selected new logos
  • Evaluate, shortlist and on-board new channel partners who are Value Added Resellers (VARs) of our products
  • Work closely with our channel partners (VARs), jointly develop go-to-market strategies and value propositions with the channel partner, including coaching the channel partner sales team, for the Retail customer segment.
  • Compliance with the Sensormatic Solutions sales methodology and practices.
  • Supports overall responsibility for Client Relationship at the company's executive level. Plans, directs and leads sales and marketing activities to continually reflect customer trends, market fluctuations, and changes in business practices/technology.
  • Impacts customer business strategy, and channel partner strategy, and sells solutions across the company solution portfolio.
  • Establishes and articulates innovations and growth opportunities for customers and channel partners and the company.
  • Ensures client/channel partner satisfaction and broadening of offerings with potential new customers.
  • Leads the strategic direction of the account/channel partner by establishing and articulating client satisfaction goals in relation to client expectations.
  • Communicates with cross-functional groups and builds strategic relationships with client and channel partner teams.
  • Provides significant industry expertise and client business acumen. Sells higher value services to the customer, enabling competitive advantage for them in the marketplace.

What we look for:

  • Bachelor's degree in related field or equivalent combination of education and experience
  • Minimum 5 years' experience of relevant solution & consultative selling experience
  • Strong interpersonal skills and a pleasant disposition in front of customers as well and internally
  • Proven track record of hunting, developing, negotiating and closing complex solution deals, in the B2B/enterprise sales, achieving or over-achieving given sales targets
  • Proven track record of developing and managing a channel (indirect sales) and partner development strategy to generate revenue indirectly via Value Added Resellers (VARs)
  • Experience with key account management skills, channel/partner management, and selling skills/methodologies (SPIN etc)
  • Experience in one or more of the areas is a must: technology (telecommunications, mobility, printing), IOT (smart sensors, asset, traffic, inventory or building management etc), IT (networks, security, cloud, unified communications etc), software (ERP, applications etc), systems integrations, managed services or BPO outsourcing.
  • Understanding of the Retail Industry and its leading brands (and ability to reach out to your network) is preferred but not mandatory
  • Possess business, commercial and/or financial acumen
  • Acts as a Strategic Partner, Trusted Advisor for key customers and channel partners
  • Ability to lead across functional teams in order to achieve customer objectives and sales targets
    • An excellent communicator (verbal and written) both internally and externally, in all aspect of the role

What we offer:

  • Competitive salary in a MNC environment
  • Comprehensive benefits package
  • On the job/cross training opportunities
  • Encouraging and collaborative team environment
  • Dedication to safety through our Zero Harm policy

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