A quick snapshot
Reporting to the VP of Account Management, this role will be the primary owner of the relationship between our client and a small number of High Street Retail key customer accounts.
Typically managing an existing contract portfolio with annual values in excess of £1million, the role will orchestrate the maintaining of existing revenues and margins and achieve growth targets set for each account.
Along with the day to day management of core Aptos accounts in EMEA, you will be tasked with up selling our top of the line Professional Services to increase revenue and strengthen relationships.
Here’s what skills you’ll need
Maintain an accurate forecast at all times. Meet and exceed bookings, revenue and margin targets. Develop and build business relationships within the identified accounts to understand opportunities for creating value between our client and each account.
Collaborate with the client and internal stakeholders to develop and implement plans that support increased sales and overall customer satisfaction.
Identify cross-selling opportunities to increase revenue and leverage relationships in order to better penetrate the account Create, develop and maintain sales strategies with our key vendor partners and where appropriate, incumbent system integrators.
Maintain the highest levels of personal and professional behaviour in the work place. Help our client to meet or exceed their key target objectives through increased customer satisfaction Assist the executive team develop strong executive to executive relationships with peer level individuals within the customer Work with colleagues in Finance to provide analysis and tracking of accounts Ensure that all internal stakeholders are aware of significant opportunities that will affect the Company
Experience / Qualifications :
Experience in account leadership through growing and managing revenues in strategic clients, with a focus on up-selling Professional Services as a product, alongside SaaS.
Previous experience of working with and up selling Professional Services into core accounts. Knowledge and experience of a structured sales process Experience in the development of cross functional relationships with both internal teams and external clients Strong negotiation, communication and presentation skills Proven account leader with experience in selling complex services Extensive knowledge of, and wide range of contacts within, the Retail / IT Services / Technology industry Ability to manage multiple opportunities simultaneously Excellent written communications skills Ability to drive results working with various departments both internally and externally