Senior Account Manager

The organisation

The Company is the world’s leading analytic data solutions company, focused on integrated data warehousing, big data analytics, and business applications. Their innovative products and services deliver data integration and business insights that empower organizations to make the best decisions possible for competitive advantage.

The Company is recognized as a global leader in technology innovation. Their technology leadership is based on a passionate commitment to helping customers be successful by providing them with the most advanced technology solutions.

Since 30+ years the Company has been building its success and credibility in the data warehousing and analytics, which belong to one of the most desirable areas of significance in today’s world. As the global leader in data warehousing and analytic technologies, their solutions make smart companies smarter.  The Company gives companies the people, technology, innovation and a world-class network of customers and partners enabling them to gain competitive advantage to master their markets.
    
The Benelux team is composed of over 130 people and generates a significant revenue which should continue grow double digit. The Benelux Organization holds a very strong position in the market of Telecommunication, Retail Industry and Financial. The Benelux Organization is based in Amsterdam, Netherlands and is a very ambitious team that is eager to set forward its double digit growth. To further expand their footprint, we are looking for qualified candidates in the Netherlands and Belgium for the position of Senior Account Manager.

The position

The Senior Account Manager will focus on developing a nominated list of emerging target accounts and prospects based on a vertical market territory. He/she will have the primary responsibility for driving the execution of sales engagements within a certain vertical market territory.

The Account Manager will be accountable for continuous account planning (ADP) that drives medium-term and long-term growth, new customer footprints/applications, territory funnel management, accurate forecasting, field relationships with Partners to expand coverage within the territory and for working with Professional Services to build a sustainable consulting stream. This is a quota carrying position.

Tasks & responsibilities   

Managing the Sales Process

• Manage sales activities by ensuring sales related activities gain customer commitment, build momentum and accelerate sales cycle
• Ensure that sales activity, funnel, and revenue commitment tools are properly executed
• Work through sales process with key players to minimize issues in the close of an order and ensure the company and customer objectives are met in the agreed timeframe
• Effectively advise and influence customers through consultative selling techniques and relevant marketing campaigns

Strategic Account Planning

• Map out the key players in the customer account and determine sales implementation strategy
• Research the customer environment to be able to populate the business impact model
• Understanding of political relationships and their impact on buying behaviors within the customer account in order to determine appropriate sales approach for each level within organization
• Develop a competitive sales strategy that anticipates competitor actions and places the Company as the best in the market to meet customer objectives
• Develop a Partner strategy for targeted accounts

Planning, Forecasting and Reporting

• Ensure that forecasting is accurate with regards to the value, timeline of closure and probability of closure
• Analyse sales activity data, the team's P & L and develop the necessary sales contingency plan to ensure financial profitability and success
• Utilise a structured approach for identifying and measuring the quality of potential new business
• Analyse creation of solution offer and proposal development to ensure it promotes value based pricing

Candidate profile

• 10+ years Solutions Sales experience includes at least 2 years experience in selling complex technology solutions advantageous, i.e. hardware, software, professional services and technical services
• Knowledge across Business Intelligence, Data warehousing and CRM is preferred
• Demonstrated success in building, elevating and nurturing relationships within key customer accounts resulting in increased revenue growth
• High level strategic planning skills
• Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level, on a regular basis
• Experience in working in an professional international matrix organization
• Has strong C-level contacts in place within the Vertical. Both in IT and in the Business lines
• Ability in selling and articulating solutions sales
• Ability to lead complex tenders and proposals
• Ability to deliver on target
• Ability to travel to and meet with customers within the entire territory is essential
• Fluent English is a must

Education

• Bachelor degree in a business related field or IT
• Master degree will be valued

Competencies

• Customer focused
• Innovative and resourceful
• High degree of energy and initiative
• Extremely Result Oriented, overperforming as second nature/goal
• Self-motivated and competitively driven
• Resilient and focused
• Ability to transform strategy into results
• Ability to work in a rapidly changing, ambiguous and often pressure-filled environment
• Ability to influence, coach and motivate others and promote teamwork
• Excellent presentation, communication and interpersonal skills
• High level of personal integrity
• High degree of empathy and emotional intelligence
• Coaching skill

Interested?

You are invited to apply to this position by using the form below.

Due to an extended procedure, this position has been reposted at Lintberg. Candidates who have previously applied for this position are kindly requested not to do so again.