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Job Description
In this challenging economic environment, businesses are under increased scrutiny and the role of the AD is instrumental to help identify how much cost and risk can be taken out of our customer data interactions across supply chains.
Read on to find out what you will need to succeed in this position, including skills, qualifications, and experience.
SICCAR are a valued and trusted partner with a collaborative relationship based on serving the interests of our customers business objectives first to leverage the long-term interests of both companies
Account Planning and Management
- Lead a team of other Client Account Managers, technical support and professional services consultants who will develop and implement complex software solutions.
- Responsible for the formulation of the strategic account plan and for leading its execution with rigor and discipline. Agree objectives, KPI’s etc and accountable for them being delivered.
- Responsible for the formulation of appropriate strategies and measures to secure success, in coordination with all areas of the business.
- Provides a lead role in all aspects of account management and coordinates account and business development activities.
- Sets goals and objectives and leads efforts to achieve them, driven by a comprehensive account plan.
- Develops plans toidentify new opportunities within business units that have the potential for further development and executes them.
- Implements all aspects of territory and account management, with focus on growth and customer satisfaction.
- Maintains accurate revenue forecasts
Solution Selling
- Applies knowledge of customer goals and objectives, applications, supported hardware platforms, marketing and business trends, and industry knowledge to assess account needs
- Recommends appropriate solutions and prepared to explore creating new solutions
- Responsible for leading and coordinating all aspects of customer lifecycle, from opportunity identification and qualification, through negotiation and close and solution delivery, including all software and services aspects of the solution.
Relentless focus on up- take / utilisation of existing SICCAR technology
- Successful deployment, implementation and operationalization of existing services under contract
- Full and appropriate utilisation of contracted services and support agreements
2. Proactive ownership/management of all issues/support/commercial items
- appropriate communication to all stakeholders and drive within our customers to resolve.
- Have deep and broad relationships in customers
- Drive SICCAR cross-organizational linkages. Ensure SICCAR represents as one company.
- Proactively drive engagement between SICCAR & customer teams based on known/defined interest
- Understand SICCAR roadmap and bring to architect community
- Create continuous engagement with SICCAR Industry group that drives “enterprise” interests or a community of interest with other SICCAR account executives, which includes project reviews where appropriate (Ecosystem)
- Deep understanding of business, operating model and governance process “I know, how they operate and support unilaterally and ensure that SICCAR supports globally”
- Fully embraces role in the IT Ecosystem activities
- Responsive to requests
- Pro-actively participates in work streams as appropriate
- Builds sustainable partnerships with other Ecosystem
3. Defining skills/characteristics:
- Communications – timely, consistent, know we can count on, no spin or positional statements
- ▪ Technical appreciation – not looking for schmooze, resource coordination
- ▪ Responsive – Know when to challenge or push, know when to gather data
- ▪ Trustworthy – Honest, sincere. Does not mean sacrifice SICCAR goals/objectives
- ▪ Proactive – A diligent approach and always looking for ways to improve relationship Commitments – Delivers on commitments made, does not say its someone else’s job