Account Manager - Digital Sales

Settore

ICT & Telco

Azienda

For an interesting Internet of Things project, implemented by one of the most important industrial/manufacturing firm in the world, we are looking for:

Descrizione

Responsibilities:
Establish a deep understanding of customers business needs by creating value to customers
Add value to the customer s business and maintain a goal oriented approach to the business partnership
Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer
divisions and geographic poles that is aligned to the agreed account goals.
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved.
Actively grow and maintain a multi-year account plan that will be shared globally with parts of our
business including Marketing, Product Management, Sales, Professional Services, and the Development
teams to ensure coordination across the business.
Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points
including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing,
and issue resolution in a timely fashion.
Requirements:
Bachelor s Degree in business/marketing at least 12 years of software industry experience
Works with individuals across the businesses on how to use Big Data to collect and analyze market
information as well as how to present analysis and recommendations to drive strategic commercial
decisions
Proactive in seeking out new digital platforms to drive deeper connections with customers such as heat
mapping existing relationships on LinkedIn to identify new sales opportunities, active in industry
groups/blogs to gain exposure to target audiences and viewed as a domain expert
Thoroughly analyzes data to identify trends and issues that translate into a plan for the customer with some
connection to seemingly independent problems.

Soft skills:
Establishes trust and empathy as an advisor to the client Works collaboratively in pursuit of discovery to
define a desired business outcome while also uncovering unknown business outcomes the client has not
previously considered Ensures that a plan is laid out to accomplish all outcomes.
Proactively identifies pipeline risks and develops mitigation plans Proactively shares 'best practices' to
improve pipeline efficiency Helps to develop sales team relationships with key contacts.
Able to take products, services, solutions knowledge and connect them to customers objectives to develop
differentiated opportunities Draws upon non-traditional solutions Constantly thinks out of the box &
outside domain of expertise to develop creative solutions that meet ongoing customer needs.
Leadership (coach and train the others, encourages groups to work together to efficiently resolve problems)
Communicates effectively with multiple levels of a customer s business Earns the trust of customers
executive managers after advancing through the ranks of mid to low level managers Possesses the ability
to glean information from a variety of stakeholders to spawn new conversations at the executive level.
Achieves and maintains direct involvement in customer discussions about expected business outcomes and
benefits from the solution advocates for the customer to have the right teams and capabilities in place to
ensure critical success factors are met Remains actively engaged until the customer realizes what the
expected business benefits from the solution are and the necessary investment to achieve them.
Utilizes active listening to influence the direction of individual or group discussions while guiding the
listeners to adopt and believe that the idea is their own Asks difficult questions and rearticulates customer
needs for confirmation Maintains ownership of the conversation throughout.
Demonstrates complete transparency in everything one does, does the right thing instead of an acting with
an ulterior motive Exhibits subordination for the good of the principals Values of the effort for the
customer and ours.

Luogo di lavoro:

italia

Disponibilità:

Assunzione diretta

Tipologia:

Full Time

Data pubblicazione:

28/03/2017

Codice annuncio:

500184561

Visualizzazioni annuncio:

1

Nome filiale:

IT & DIGITAL - EXPERIS MI

Numero di candidati ricercati:

1
NOTE LEGALI:
Experis è una compagnia eticamente responsabile. Il servizio è gratuito. I candidati ambosessi (L.903/77 - D.Lgs. n.198/2006) sono invitati a leggere l'informativa Privacy su www.experis.it Aut. Min. Prot. N. 1116 - SG - del 26/11/04.

Account Manager - Digital Sales

italia
Assunzione diretta
Full Time
28/03/2017
500184561
1
IT & DIGITAL - EXPERIS MI
1

Settore

ICT & Telco

Azienda

For an interesting Internet of Things project, implemented by one of the most important industrial/manufacturing firm in the world, we are looking for:

Descrizione

Responsibilities:
Establish a deep understanding of customers business needs by creating value to customers
Add value to the customer s business and maintain a goal oriented approach to the business partnership
Aggressively develop and drive a sustainable commercial and solution strategy across multiple customer
divisions and geographic poles that is aligned to the agreed account goals.
Analyzes sales pipeline and maintains an array of opportunities to ensure that sales goals are achieved.
Actively grow and maintain a multi-year account plan that will be shared globally with parts of our
business including Marketing, Product Management, Sales, Professional Services, and the Development
teams to ensure coordination across the business.
Ensuring a Professional Sales Experience for customers during all aspects of sales process and touch points
including: Formal meeting agendas, formal follow-up stating sequence of events and next steps in writing,
and issue resolution in a timely fashion.
Requirements:
Bachelor s Degree in business/marketing at least 12 years of software industry experience
Works with individuals across the businesses on how to use Big Data to collect and analyze market
information as well as how to present analysis and recommendations to drive strategic commercial
decisions
Proactive in seeking out new digital platforms to drive deeper connections with customers such as heat
mapping existing relationships on LinkedIn to identify new sales opportunities, active in industry
groups/blogs to gain exposure to target audiences and viewed as a domain expert
Thoroughly analyzes data to identify trends and issues that translate into a plan for the customer with some
connection to seemingly independent problems.

Soft skills:
Establishes trust and empathy as an advisor to the client Works collaboratively in pursuit of discovery to
define a desired business outcome while also uncovering unknown business outcomes the client has not
previously considered Ensures that a plan is laid out to accomplish all outcomes.
Proactively identifies pipeline risks and develops mitigation plans Proactively shares 'best practices' to
improve pipeline efficiency Helps to develop sales team relationships with key contacts.
Able to take products, services, solutions knowledge and connect them to customers objectives to develop
differentiated opportunities Draws upon non-traditional solutions Constantly thinks out of the box &
outside domain of expertise to develop creative solutions that meet ongoing customer needs.
Leadership (coach and train the others, encourages groups to work together to efficiently resolve problems)
Communicates effectively with multiple levels of a customer s business Earns the trust of customers
executive managers after advancing through the ranks of mid to low level managers Possesses the ability
to glean information from a variety of stakeholders to spawn new conversations at the executive level.
Achieves and maintains direct involvement in customer discussions about expected business outcomes and
benefits from the solution advocates for the customer to have the right teams and capabilities in place to
ensure critical success factors are met Remains actively engaged until the customer realizes what the
expected business benefits from the solution are and the necessary investment to achieve them.
Utilizes active listening to influence the direction of individual or group discussions while guiding the
listeners to adopt and believe that the idea is their own Asks difficult questions and rearticulates customer
needs for confirmation Maintains ownership of the conversation throughout.
Demonstrates complete transparency in everything one does, does the right thing instead of an acting with
an ulterior motive Exhibits subordination for the good of the principals Values of the effort for the
customer and ours.
NOTE LEGALI:
Experis è una compagnia eticamente responsabile. Il servizio è gratuito. I candidati ambosessi (L.903/77 - D.Lgs. n.198/2006) sono invitati a leggere l'informativa Privacy su www.experis.it Aut. Min. Prot. N. 1116 - SG - del 26/11/04.