Sales Account Manager

A skilled Key Account Manager is required to oversee Di8it's relationship with its significant strategic existing and potential customers. This position will be responsible for obtaining and maintaining long-term key customers operating out of Pakistan. It will also have direct B2B and B2G Sales and Business Development Financial targets. This is the combination of a New Business Development, Customer Services, and Sales role.

Job Purpose

Lead, develop, and manage Key Accounts at a country level to optimize sales and revenue opportunities across the Di8it portfolio of Solutions and Services. The Key Account Manager will only be working with a small number of purposefully selected customers who are of great strategic significance and financial value to Di8it. The goal is to contribute to sustaining and growing Di8it's business to achieve long-term success.

Key Duties and Responsibilities

Customer Services Role:

• Responsible for establishing, developing, maintaining, and managing overall positive customer relationships with key clients that bring in the most income/revenue in the region (Karachi, South, Pakistan).
• Act as solution expert to clients for client's line of business.
• Develop a thorough understanding of key clients' needs and requirements and preparing customized solutions.
• Lead initiatives to generate and engage with business partners.
• Address and resolve key clients' complaints.
• Provide customer feedback to drive improvements in the Di8it portfolio and processes.
• Responsible as a single point of contact between key clients and internal teams.
• Ensure the correct products and services are delivered to customers in a timely manner.
• Establish and oversee internal budgets with the company and external budgets with the client.
• Full ownership of customer requests.
• Identify partnership opportunities.
• Develop trusted advisor relationships with key accounts, customer stakeholders, and executive sponsors.
• Maintain close contact with accounts and gather information for future business plans and initiatives.

Business Development and Sales Role:

• Manage Key Account(s), in accordance with agreed KPIs, targets, and goals and based on company guidelines, eliciting customer needs and selling Di8it offerings.
• Manage P&L and improve profitability in line with Di8it objectives.
• Management of full cycle of sales.
• Use existing C-Level industry contacts, experience, and market knowledge to bring in new business from existing clients or contacts and develop new Enterprise accounts preferably in verticals like Banking, Insurance, Govt & Public Sector, Education & Healthcare.
• Develop sales strategies and plans to achieve the assigned KPIs.
• Develop and maintain an up-to-date sales pipeline and achieve assigned revenue targets and goals.
• Identify and qualify opportunities and close deals as per forecast.
• Collaborate to maximize profit by up-selling or cross-selling.
• Manage multiple deals simultaneously and rightly prioritize business opportunities.
• Ensure compliance with the company's sales management processes and systems with the correct and timely update in the customer relationship system (CRM).
• Ensure understanding of all customer organizations and decision-making processes.
• Ensure the timely and successful delivery of our solutions according to customer needs and objectives.
• Manage forecasting and budget development process.
• RFP documents review (technical, legal, financial).
• RFP response preparation and submission.
• Negotiate contracts with key clients and meeting established deadlines for the fulfillment of each client's long-term goals.
• Ensure account retention, contractual health, well-being, and maximum satisfaction of clients.
• Secure payments and collections from customers on time as per the contract/PO terms.
• Assist with challenging client requests or issue escalations as needed.

Business Intelligence Role:

• Plan, present, and compile reports on account progress, goals, and forecasts for account teams and stakeholders using key account metrics.
• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas.
• Gather business intelligence, monitor competitor activity, and report on developments to implement the needed actions.
• Monitor monthly performance against set targets and ensure that immediate actions are taken in case of deviations.
• Identify trends by researching the industry, related events, and announcements and attending these events, growing Di8it presence in the market.
• Communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.

Experience

• 6+ years of proven track record to achieve maximum sales potential and targets with specific Key Accounts (both new and existing) within cyber security.
• An astute growth professional passionate about growth implementation.
• Experience with CRM and MS Office.
• Experience delivering client-focused solutions to customer needs.
• Proven track record for improving processes and organization.
• Demonstrated ability to execute a particular strategy.

Education

Bachelor's degree in marketing, business administration, sales, or relevant field; Master's degree preferred.

Knowledge Requirements

• Able to identify needs and requirements of Key accounts to promote Di8it offerings.
• Understand customer requirements, business strategies, value drivers, and business operations.
• Maintain strong technical awareness of the assigned portfolio (Cyber Security Solutions & Services) and general knowledge of other service offerings within the client.
• Ability to communicate, present, and influence key stakeholders at all levels of an organization, including executive and C-level.
• Proven ability to manage multiple account management projects at a time, while maintaining sharp attention to detail.

Mid-Senior level

Full-time

Information Technology

Computer and Network Security