Overall Job Purpose
To maintain and increase ongoing revenues and margin contribution from a named account (s) through pro-active sales of the full range of SCC products & services
Identify, create, campaign and close sales opportunities within the existing customers. These sales will focus on infrastructure products, services and solutions
Provide Commercial Leadership
Maintain SCC’s interaction with the customer by fostering multi-level relationships between SCC and customer staff
Provide Campaign leadership : Manage the leadership of the virtual team on all sales opportunities within the customers
Manage Partner & Vendor Engagement : Maintain, expand and extend engagement of vendors and partners, managing these engagements to drive sales growth
Perform Account Targeting and Planning : undertake campaign and opportunity planning to maximise sales effectiveness and agree the activities performed by the virtual team
Maintain records on MySCC
Update the forecast on a weekly basis
To work effectively with SCC solution experts in defining the right proposition for a specific client requirement
To effectively manage and maintain long-term customer relationships at the highest level
To manage the entire deal lifecycle from campaign to commercial close
To adapt style to customer requirements
Liaison with internal departments to facilitate the above whilst monitoring and managing any specified S.L.A.’s.
Increasing the scope of products and services being taken by the named SCC customer(s).
Identification of Risk both Operational and commercial in relation to all SCC sales opportunities within the designated accounts.
Ensuring the highest levels of customer satisfaction through professional engagement at all times and at all levels within the customer.
Maintaining a high level of knowledge around the products and services offered by SCC.
Maintaining a working knowledge of all SCC internal systems.
Maintaining a high level of knowledge of the general I.T. marketplace and the specific marketplace within which the named customer operates.
Maintaining up-to-date records of all activities with regard to the named customers including (but not limited to) completion of customer records on the SCC internal MySCC sales tool.
Skills, Experience, Knowledge
Extensive Sales and Account Management experience and track record gained within the IT industry
Strong credibility, hunger and passion
Used to personally planning and owning multiple sales campaigns
Demonstrable infrastructure solution and services sales experience
Credible technology and services knowledge and can articulate this well whilst communicating effectively with the client up to CIO level
Enthusiasm, dynamism and initiative
Proven experience of selling IT Managed Services / solutions and / or Enterprise class solutions
Good business acumen and commercial awareness
Experience gained working for a recognised IT reseller and / or vendor / manufacturer
Proven record of successful negotiation at senior level
Persuasive, motivated and tenacious