Oct 18, 2019
The Enterprise Account Manager/Director (EAM) maintains and expands relationships with strategically important and large enterprises. Assigned to 10-20 named customers, the EAM is responsible for achieving sales quota and assigned strategic account objectives.
Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. Since 1987, we’ve been reducing the time and money our customers spend on IT administration, so they can invest more on business innovation. With more than 100,000 customers in 100 countries, we emphasize innovation, strong community with customers and partners, and ongoing support throughout our customers’ journey.
Quest strives to be the best of the very best in everything we do. We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world. It’s exciting, it’s rewarding, it’s hard work and offers career and personal growth.
Business development and sales - generating sales leads and opportunities to sales closure in Govt, Telco and FSI industries.
Provides competitive and other strategic information to support the sales such as but not limited to market pricing, competitor information, and market environment information
Client communication and/or management as required to help influence the client to favourably view our tenders/proposals
Analyze the market, prioritize, develop sales strategy, identify target customers and derive actions list to meet personal and company objectives.
Develop and maintain ongoing relationships with external parties such as business partners to optimize efficiency of business operations and new business growth.
Plan and strategize to ensure healthy pipeline and profits
Demonstrated existing relationships at the C / Executive levels of MNC companies and key vendors.
Demonstrated awareness of competitors in the IT industry and the differentiators required to be successful
Develop and articulate key differentiators and messages to our intended market
Develop and maintain client satisfaction and continuous client relationship building
Supervise, coach and guide on tasks as well as share and advise on problem solving solutions together with the implementation teams
Collaborate closely with core field team, participating in detailed account planning and opportunity identification & management
Build and own pipeline in accounts (both existing and prospective), ensuring the healthy balance of sales stage maturity required to consistently deliver in the current quarter and the longer term.
Act as an Industry Expert - staying up-to-date with market activity, including regular competition analysis
Collaborate with partner team to assist in the development, enablement, and growth of channel.
Utilize Value-Selling sales methodology and process as amended from time to time, to communicate, report, track and manage sales.
Own the business development outcomes for the solution portfolio into a named account territory (existing and greenfield accounts). This involves orchestrating with an extended sales and pre-sales team, engaging with prospects on their current and future technology needs, building and maintaining a balanced pipeline, and aligning the strategy/priorities of your business with stakeholders to deliver exceptional results.
We are commited to partnering with the industry’s leading distributors, SI’s, MSSP’s and resellers. Great partnering is in our DNA and greatly extends the kinds of value we can deliver to the market. You will need to have expertise in and a strong reputation for collaborating with partners for long term success in achieving your specific account goals.
Demonstrable track record of delivering high value sales and thought leadership. Proven success in building both senior and operational relationships.
Establish professional and deep relationships with key personnel in assigned customer accounts.
Leads account planning process that develops account strategy, financial targets and critical milestones for 1-3 year period.
Leads cross functional team within Quest to meet customer accounts performance objectives and expectations.
Deep understanding of customer's business environment, proactively assesses, clarifies and validates customer needs on an ongoing basis.
Leads solution development efforts that best address customer needs and generating pipeline.
Manage the end to end sales process through engagement of appropriate resources such as Sales Engineers, Professional Services, Executives, Partners etc.
Generate short term results whilst maintaining a long term perspective to maximize overall revenue generation.
Accurate quarterly forecasting and revenue delivery.
You run your business efficiently and accurately. This means you are strong on using modern sale CRM tools and account planning methodologies. You will also be a natural collaborator who enrols a virtual team to drive customer success and delight in your accounts.
At least 8+ years of experiences in solution selling experience in large scale projects and acquiring new projects. (with a proven sales track records)
Self-confident, independent, aggressive and capable in leading and perform end-to-end selling processes and activities with limited supervision
Experience in managing relationships and influence within a customer and with external third parties that formulate a customer’s strategic thinking and actions
Proven ability to engage at C-level for the purposes of solution selling, establishing peer relationships, articulating strategic vision
Proven track record of achieving business objectives, in a highly competitive environment, working with commercial and enterprise clients
Tertiary qualification in Business (or similar) or equivalent commercial experienceWe expect every person who joins our company to help us advance these values and live and breathe them. If these resonate with you, we’d love to chat with you.