1d ago

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

Main Duties

  • 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
  • Analyse Competition
  • 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
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