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Partner/Alliances Manager

Designation Account Manager SI Partnership
Purpose of your Role Drive engagement in the UK and Ireland accounts for System Integrator (SI) Partnership services.  Enhance relevance to enterprise customers in collaboration with UK&I sales teams. To have a deep understanding of the enterprise telecommunications market in support of a SI channel, to identify & develop opportunities and pursue closure while working with the customer success team to deliver outstanding customer experience.
You will be accountable for

(Key Responsibilities)

·       Support the development of a campaigns for sales into SIs

·       Aim to increase the wallet share and position my client as a strategic provider of SI partners

·       Identifying opportunities for large engagements and develop pursuit strategies

·       Deliver Revenue Targets and Pipeline Growth

·       Solution Selling Approach by putting across my clients Point of View in the minds of customer in line with processes and best pratice

·       Ability to work on large complex deals and make connects with CXO levels in customer organisations

·       Lead customer negotiations, manage deal progression and deal closure by ensuring cross functional teams (BD Teams, Bid Management, Solutions, Legal, Commercial, etc) are  aligned in delivering winning propositions

·       Proactively identify the problem area internally with product & solutions team, setting up periodic calls between, sales, legal, commercial, solution & product to propose the desired solution to customers, priortize on key opportunities to gain faster closures.

·       Monitor lead and opportunity progress on CRM system Salesforce.com. Creating account development plans driving large deal closure with teams participating across support functions  Using C level mapping for faster closures.

·       Drive pipeline development and work with channel teams to enhance routes to market

·       Develop existing customer base through appropriate propositions and ethical sales methods and drive improvement in NPS (Net Promoter Scores)

·       Track and report market and competitor activities and provide relevant updates / reports

·       Constant upgrade of skills by acquiring all Role based curriculam recommended Trainings & Certifications.

You Are

(behaviours to display)

·       Must be able to collaborate across stakeholders – Internally (Product, Marketing; Networks Team, CSO – Service Management, Billing & Collections , Solutions Team, etc) and Externally (Marketing Research, Customer forums, Partners, OEM vendor teams, etc)

·       Excellent Communication/Client relationships/ Executive engagements /Strategic planning /evaluating new account penetration techniques etc

·       Excellent command on networks transformation footprints & great product knowledge would be an additional advantage.

·       Highlight DRIVE behaviours – Accountability & Ownership, Collaboration, Innovation & Agility

 

You have experience in 

·       Any Technical Sales Certification in Cloud , Hosting , Security , SDWAN, UCC & Mananged Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management; Certification in Program Management would be an added advantage.

·       Certified in Account Management;   Certified in relationship management or large deals management would be an added advantage.

 

 

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