Senior Account Manager
- San José
- Permanente
- Tiempo completo
- Drive all sales activities as per short- and long-term objectives; formulate strategic direction for the growth of the account
- Own and manage Tier 2 accounts up to 4 Tier 2 accounts
- Develop and implement a documented business plan that is in line with short- and long-term goals
- Develop, maintain and execute ongoing Account Development Plans reviews to ensure full alignment, focus and quality on priorities that all growth potential is identified and addressed; and that all resources are fully aligned and effectively collaborate in achieving their objectives
- Manage and build relationships with clients; become the trusted advisor/consultant for them; ensure customer loyalty and the highest level of customer satisfaction
- Gain deep understanding of the customer's business needs and use this to identify opportunities and plan for the continued development of SITA's business
- Create opportunities to provide a unique or contrarian perspective during conversations; align unique insights to customer priorities and reframe the way customers view their business
- Build sales pipeline for future growth with close collaboration with Marketing for demand generation; ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth; ensure sales forecasts are accurate and up to date.
- Leverage individual value drivers; understand and influence wide range of customer stakeholders; facilitate conversation between stakeholders; proactively manage purchase decisions to shorten sales cycle
- Communicate key economic drivers macro- and microeconomic trends internally to increase awareness and adopt to new situations also externally to clients to address potential new business opportunities
- Maintain clear visibility of the status of all commercial delivery and operational aspects of the account and drive the resolution of issues through the relevant process owners
- Academic qualifications in Sales/Marketing/Management or equivalent professional qualifications
- 7+ years' experience in sales, preferably within ATI or IT sector.
- Candidate must possess strong commercial acumen to facilitate consultative selling by delivering insights to generate demand.
- Experience in building client relationships at Senior Executive and Senior Manager level
- Experience in managing sales in large and complex deals including financial structuring negotiations and closing.
- Proven successful experience in business development pipeline management in large turnover environment.