Key Account Manager (Data Centre)Minimum RequirementsMatric (Grade 12)Bachelor's Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experienceRelated experience in the Data Centre business is requiredDemonstrated ability to inspire and coordinate others as the position requires an entrepreneurial spirit, a high degree of customer affinity and a very strong ability to influence othersDemonstrable knowledge of Data Centre design and operations, a technical and engineering presence is preferredAble to relate well as a peer to Leaders of target customersKnowledgeable on how to identify and implement new tools and processesA well-rounded professional who knows when to support, when to lead, when to listen and when to directDiversity orientedFluent in EnglishAvailability to travel up to 50% of the working timeResponsibilitiesEstablish, own, and execute a continuously developed commercial Account Plan that meets targets across:Sales, Orders, PipelineSales Product MixMargin/ProfitabilityContacts across key functions and levelsIdentify and build positive relations with all account decision-makers and influencers who impact current or future business with the Company.Understand in-depth and articulate the client buying process.Identify, engage, and secure revenue opportunities within assigned Account(s).Understand and capture client's challenges and requirements, resolving them with reference to the Company portfolio.Oversee and align the commercial and engineering response to tenders to client requirements.Finalize commercial processes and secure purchase orders and framework agreements.Oversee effective handover to post-order project management, product services, and customer support teams.Maintain oversight of all commercial-related engagements for customer success/satisfaction and performance as a vendor.Knowledgeable on clients' business, commercial condition, structure, strategy, operations, and challenges.Articulate opportunities, growth, and risks with respect to Company business.Be an effective advocate and communicator of the benefits of supporting assigned accounts within the Company organization.Know and report your account numbers.Be continuously aware of targets and current business levels within the account for both 'year to date' and forecast for order intake and revenue information.Responsible for reporting the narrative and the numbers.Collaborate effectively with other sales and stakeholders at function, country, region, and global level.Provide all internal stakeholders and functional departments with account-specific guidance and insights required to execute their roles and add value to the client.Request and support marketing campaigns (ABM) and activities that can grow the Company to Client relations and business.
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