At Weco, we specialize in delighting our customers by solving their business challenges through seamless & timely delivery of innovative technology solutions that not only transform our customers operations in ways that boost their business performance but also increase their business agility and competitiveness.
Our mission is to be a systems integration company of choice by providing professional and quality service delivery on information and communication technology that are reliable, timely and cost effective; to our esteemed clients through our highly skilled and dedicated workforce, partners and technology, returning value to our stakeholders.
Services Account Manager
Reports Directly To: Head, PSM
The SERVICES ACCOUNT MANAGER has overall responsibility for conceptualizing, selling and driving market penetration of the SERVICES product portfolio of Infrastructure Business Unit Division. The Sales Lead, Services is also responsible for ensuring customers business objectives are in alignment with corporate services and technology offering to meeting such business objectives. In all it is expected that this will ultimately translate to achievement/exceeding of targeted Services Sales for the Infrastructure Solutions Business Unit while also ensuring repeat business, new sales and upselling/deep dive sales. Must Partner with AM team and Sol. Mgt teams to succeed.
Key Role The key roles of the SERVICES ACCOUNT MANAGER are:
Conceptualize Strategy, Drive, Sell and develop the SERVICES portfolio of Infrastructure Solution Business Division.
Partners and works closely together with the AM, IS BD and Sol Mgt. teams on the qualification of prospects in the area of Services solution fit and Service delivery expectations for our SERVICES business.
Leads, articulates strategies and executes Business Development and product management initiatives to ultimately drive appropriate Services penetration and sales.
Build, develop, and grow any business relationships vital to the success of the SERVICES Sales penetration and growth.
Plan and prioritize personal sales activities and customer/prospect contact towards achieving agreed business aims, including costs and sales - especially managing personal time and productivity.
Plan and manage assigned business portfolio/territory/business according to an agreed market development strategy
Manage service mix, pricing and margins according to agreed targets and objectives
Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising and exhibitions.
Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.
Attend and present at external customer meetings and internal meetings with other company functions necessary to perform duties and aid business development.
Adhere and comply with the sales process practices as a core around PROSPECT,QUALIFY, PROPOSE, PRICE, NEGOTIATE and DEAL CLOSURE stages of
technology sales cycle and engagement model with a RESEARCH, INNOVATE &DEVELOP mindset based on customer preferences, technology and environmental trends/changes while partnering with the Solutions management & Presales team to deepen, harness and maximize PREPARE, PLAN, DESIGN, IMPLEMENT, DRAFT FOR REVIEW
OPERATE and OPTIMIZE stages with the customer.
Maintains knowledge of current trends and developments in the field by attending professional development training, workshops, seminars and conferences and by reading professional literature in the related technical field
Displays a high level of effort and commitment to performing work; operates effectively within the organizational structure; demonstrates trustworthiness and responsible behavior.
A first degree in engineering, computer science or other related discipline/technical background with a minimum of 5-6 years post-graduate experience in a similar position.
Must possess relevant technical and sales professional certifications – e.g ITIL, PMP or PRINCE 2, technology sales certification
The ideal candidate MUST have a proven track record of having performed in similar
capacity. Must have strong familiarity with customer presentations and OEM management.
Deep experience in selling Technology Services based contracts and support services are very essential.
An MBA or relevant post graduate degree/professional qualification e.g. CCNA, CCNP with an In-depth knowledge of ICT business environment will be an added advantage.
Must be an energetic person with unusual initiative
Must be resilient Sound ethics and integrity
Must be discernibly honest and of consistent upright character
Ability to effectively prioritize and execute tasks in a high-pressure environment is Crucial.
Experience at working both independently and in a team-oriented,collaborative Environment is essential.
Can conform to shifting priorities, demands and timelines through analytical and Problem-solving capabilities.
Flexible during times of change.
Persuasive, encouraging, and motivating.
Ability to elicit cooperation from a wide variety of sources, including upper
Management, clients, and other departments.
Ability to deliver contracts successfully through political sensitivity.
Strong written and oral communication skills.
Strong interpersonal skills.
Customer service skills an asset.
Method of Application
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