Job Description

Key Account Manager (Data Centre)

Minimum Requirements:

• Matric (Grade 12)
• Bachelor's Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experience
• Related experience in the Data Centre business is required
• Demonstrated ability to inspire and coordinate others as the position requires an entrepreneurial spirit, a high degree of customer affinity and a very strong to influence others
• Demonstrable knowledge of Data Centre design and operations, a technical and engineering presence is preferred
• Able to relate well as a peer to Leaders of target customers
• Knowledgeable on how to identify and implement new tools and processes
• A well-rounded professional who knows When to support, When to lead, When to Listen and When to Direct
• Diversity oriented
• Fluent English language is required
• Availability to travel up to 50% of the working time
  

Responsibilities:

• Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:
  • Sales, Orders, Pipeline
  • Sales Product Mix
  • Margin/Profitability
  • Contacts across key functions and levels
• Identify and build positive relations with all account decision-makers and influencers who impact current or future business with the Company.
• Understand in-depth and be able to articulate the client buying process.
• Identify, engage, and secure revenue opportunities within assigned Account(s).
• Understand and Capture client's challenges and requirements and resolve them with reference to the Company portfolio.
• Oversee and align the commercial and engineering response to tenders to client requirements.
• Finalize commercial process 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 our performance as a vendor.
• Knowledgeable on clients' business, commercial condition, structure, strategy, operations and challenges.
• Be able to articulate this in terms of opportunity, growth, and risk with respect to Company business.
• Be an effective advocate and communicator of the benefits of supporting your 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.
• To both gain and provide support so others can function and meet their responsibilities to the account.
• Provide all internal stakeholder and functional departments with the account-specific guidance and insights required so that they can execute their role and add value to the client.
• Request and Support marketing campaigns (ABM) and activities that can grow the Company to Client relations and business.