Enterprise Account Director

  • Company:
    SoftwareONE, HQ
  • Location:
  • Salary:
    negotiable / month
  • Job type:
  • Posted:
    9 hours ago
  • Category:

SoftwareONE is a public, Swiss headquartered, 11 Billion Dollar revenue Company. SoftwareONE is present in 88 markets worldwide and now employs over 6000 people.  We could spend more time telling you about how SoftwareONE is a market leader Software Portfolio Management & Software Advisory Services along with Platform and technology service provider.  We could even tell you that we are growing at 35%+ year on year – however, by the time you have finished reading this document, we would have to increase all the figures.What You Should Really Know About Us. “Strip away everything. Strip away our brand, strip away our buildings, strip away our offices. What are we left with Our people. This is what makes SoftwareONE successful. Passionate people who live and breathe our values every day, who delight our customers, every day, and who go above and beyond, every day. Our culture is unique, and I believe that having the right people, and empowering them to succeed, is the absolute key to our success” – Patrick Winter, CEO.  What We Expect From Our Employees Success at SoftwareONE is not defined by what you do for yourself, but by what you deliver for our customers, the business and for the employees around you. SoftwareONE employees are energized, super agile and are laser focused on delivering world class Customer Satisfaction and results. Our leaders motivate and inspire their teams and provide a working environment that delivers incredible levels of Employee Satisfaction. We are Humble, have a very high degree of Integrity and are simply not interested in politics. Our leaders operate with a high level of Discipline but are able to work at Speed manage change in a global economy.SummaryResponsible for achieving sales goals for SoftwareONE Services by developing, building, and strengthening long-term relationship with net new clients.  In this role your focus will be selling the SoftwareONE portfolio of Technology Services, which includes but not limited to:AWS consulting, workload migration and managed servicesAzure consulting, workload migration and managed servicesO365 consulting, migration and managed servicesCloud based backup solutionsMicrosoft based unified communication solutionsAs a SoftwareONE BDM you will also have to ability to sell any of our other Platforms, Services and Solution available within our wider portfolio, including software reselling and software lifecycle management. Roles & Responsibilities:Prospect new direct clients and partners to develop new business, revenue and profit for SoftwareONE. This includes:Attending networking events, seminars, industry forumsAchieve KPI of minimum 10 face to face prospect/customer meetings each weekMonthly meeting with all key software publisher representatives and VAR partnersProactively follow up on any lead provided through SoftwareONE or partnersWorking in collaboration with SoftwareONE Specialists to generate new business. Provide solutions and services to direct clientsLead negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunitiesEffectively communicates and present the SoftwareONE Value Proposition and all associated Service OfferingsDevelop strategies for top accounts which maximize cross-sell and up-sell business opportunitiesManage the sales lifecycle, including territory planning, deal reviews, gaining approvals, sales pipeline management and forecasting, deal closure planning.Assists with all marketing related events, seminars, mailings, and call campaigns Submits accurate and timely forecasts, on a weekly basis, that are aligned with assigned sales quotasProperly log all client activities, opportunities and contacts in NAVision and designated sales and call reports.Achieve SoftwareONE KPI of personally responding to all communications (email, phone, IM etc) within 24 hrs.Proactively invest in your personal training and development. This includes keeping up to date with software & IT industry trends, maintaining vendor certifications and professional accrediations. Achieve average customer satisfaction score of 9 out of 10.Accountable for ensuring SoftwareONE meets all customer contractual obligations and manage the escalation process if required.Accountable for ensuring customers deliver on SoftwareONE contractual terms, including paying on time. Sales Knowledge, Skills and Abilities Required:Degree level preferred and/or demonstrated ability to quickly learnWell proven hunter sales experience in the Cloud Platform based Solution and Services (AWS/Azure) – min 3 yearsOutgoing, confident and highly socialAmbitious and highly motivated self-starterAbility to collaborate and mobilise othersDeep consulting skills to analyze and document customer business requirements and pain points. Ability to build broad networks within enterprise accounts across IT operations, project teams, architects, security, software managers, procurement and commercial teams. Experience in consulting selling techniques (e.g. SPIN) .Strong account management skills, with ability to maintain relationships and facilitate account reviews including executive level quarterly business reviews.Strong organizational, multitasking and time management skills.Ability to work in a fast-paced team sales environment with minimum supervision.Strong personal ability to use latest office technology and ensure SoftwareONE systems are entered with quality data and ensure that processes are followed diligently Technical Knowledge:Very good understanding of IT environments/infrastructureExpert sales knowledge of AWS and/or AzureIdeally technically certified in 1 or more cloud platform Knowledge of a specific industry (e.g. FinTech) or function (e.g. Microsoft or SAP workload on AWS) would be highly beneficial.Knowledge of IT discovery and dependency mapping tools (e.g. RightScale)Commercial knowledge of pricing AWS and Azure platforms based on specific customer technical requirements.#LI-PR1