Account Manager

3 months ago

Kuala Lumpur, Malaysia SoftwareOne Full time

Job Function: Sales The role:
A Senior Account Manager is responsible for building strong relationships with SoftwareOne customers to ensure the ultimate customer experience and that maximum value is received throughout customer lifetime. This role provides ongoing sales support to existing customers, handles the customer relationship and customer satisfaction. The Senior AM builds & implements the account strategy, helps identify new sales leads, and collaborates with our Solutions Sales Specialist to develop sales plans and find opportunities. The role is ultimately responsible for the complete relationship with the customer.

**Role and Responsibilities**

Be the primary point of contact and maintain a positive relationship with existing accounts and identify growth potential take ownership on the customer experience
- Understand customer needs and business objectives and offer the right solutions to customers
- Ensure the timely and successful delivery of our solutions
- Keep customers satisfied by delivering exceptional service on a day-to-day basis
- Drive proactive new Sales, Renewals, and overall Opportunity Management
- Develop, maintain, and implement a highly efficient Account Management by focussing on
- PureCloud and Self Services
- Providing customer services remotely
- Lead day-to-day customer and partner requests
- Track and forecast of defined account metrics / KPI's and financials

**Functional Skills**

**Account Management-Advanced**

Focuses on forming relationships with existing clients to transform them into key strategic accounts. Cultivates these relationships to either retain the clients' business or grow opportunities within the client.

**Account Planning-Skilled**

Develops strategic plans to improve value driven relationships with customers. Maps out the process of closing a deal to retaining and growing the relationship.

**Cross-Selling-Advanced**

Encourages the purchase of an additional related product or service to an existing customer. Supplements or complements the purchase and provides additional benefit to the customer.

**Customer Experience Management-Advanced**

Designs and delivers an outstanding customer experience, considering the customer journey, brand touchpoints, and the environments the customer experiences.

**Sales Methodology-Advanced**

Implements the organisation's philosophy or framework of selling services and solutions to customers. Understands how to approach each phase of the sales process.

**Sales Platforms-Skilled**

Processes daily sales tasks using the SWO’s CRM and preferred sales platform. Keeps data like contacts, leads and opportunities updated, integrates colleagues in the sales process. Observes and updates the weekly forecast and checks daily bookings.

**Sales Prospecting & Qualification-Skilled**

Develops a strategic approach for identifying new business opportunities. Engages these opportunities continuously until it either goes cold or leads to a sale.

**Upselling-Advanced**

Encourages the purchase of a comparable higher-end version of what the customer intended to purchase.

**Value based Selling-Advanced**

Provides customers with a valuable perspective around industry, trends and the customer's own business and tailors solutions and sales messages to meet customer needs displaying a level of confidence and credibility in front of the customer.

**Software & Cloud-Skilled**

Understands Software Licensing and can evaluate software contract spend and utilization in a given organization in order to optimize spending patterns, technology usage, and implementation strategies. Basic understanding all vendor related incentive and funding programs.

**Application Services-Awareness**

What we need to see from you:

- Experience in selling hyperscaler cloud platforms (AWS or Microsoft) is preferred
- Exposure in selling next generation solutions i.e Generative AI, Data and Analytics, Application Modernization will be an added advantage
- At least 6-8 years of local sales experience in the enterprise and mid market segments
- Experience in a sales hunting role
- Ability to bring in new accounts through existing client relationships

**Foundation Skill**:
**Building Relationships-Advanced**

Creates relationships with immediate team and across the organization characterized by a high level of acceptance, collaboration, and mutual respect. Forms relationships outside of the organization that supports individual growth and/or business success.

**Customer Centricity-Advanced**

Establishes effective relationships with internal/external customers to understand their needs. Displays a customer service orientation when interacting with others. Is patient, calm and tolerant in difficult situations.

**Customer & Market Orientation-Advanced**

Understands customers' strategic business objectives, how their decisions are made, their positions in the market, their opportunities and their challenges and has a clear understanding of existing and

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