Account Manager

Responsibility & Reporting:

Direct Reporting Line:

Sales Manager

The Role: As Account Manager, you will be responsible for acquiring new clients

and closing new MRR (Monthly Recurring Revenues).

In this role you will operate autonomously, closely collaborating with local

Management, Marketing and Operations teams, and with (as appropriate)

HQ Marketing, Finance and Legal, mobilising PAIX resources in achieving

its account acquisition and sales objectives.

You will have authority and discretion to set and negotiate sales terms

within the boundaries set by Management.

Prospective and newly acquired accounts are primarily local, however, can

be substantial and high profile. Contact is with all decision makers up to Csuite

level.

Key Activities: Sales

● Manage and expand a pipeline of new leads

● Lead the prospective/new customer acquisition process from “lead

to close”

● Support immediate post-sales activities as a primary customer

contact

● Prepare and facilitate customer hand-over

Specific

Responsibilities:

1. Sales

● Develop trusted advisor relationships and establish a regular

cadence with customer stakeholders from practitioners to C-level,

with a focus on business acquisition, ensuring retention, and

fostering satisfaction

● Develop and execute strategic sales action plans to achieve or

surpass sales targets

● Analyze market trends, customer demands, and competitive

landscape to identify growth opportunities and adjust strategies

accordingly

● Consistently meet or exceed your Monthly Recurring Revenue

(MRR) targets

● Oversee the entire sales process, from lead generation to deal

closure, ensuring both efficiency and effectiveness

2. Build relationships

● Take a proactive approach to cultivating and fostering

relationships with key decision-makers, including those at the Csuite

level, within potential and recently onboarded clientele.

Engage directly or leverage leads sourced by local marketing

initiatives or strategic partners to maximize outreach and

engagement

● Managing your own sales pipeline, you’ll be building a pipeline of

the biggest companies and opportunities

3. Scout for new opportunities

● Utilize LinkedIn or implement structured social media campaigns

alongside traditional 'cold calling' techniques. Strategically prepare

for and participate in relevant local industry events to secure

appointments, foster relationships, and enhance awareness of

PAIX's value proposition

● Create compelling presentations and proposals, nurturing a robust

pipeline to drive successful deal closures

4. Negotiate and Close

● Identify, qualify, pursue (design and propose), negotiate, and

strategically close new business opportunities to drive profitable

growth

● Collaborate closely with local teams to execute commercial and

customer contract negotiations within designated authority levels

and established guidelines

5. Ensure proper information maintenance in Zoho CRM

● Ensure real-time and precise documentation of all customer

interactions and sales engagements in Zoho CRM

● Adhere rigorously to Sales processes, policies, and performance

benchmarks, managing opportunities in alignment with

established standards

● Establish and oversee dynamic sales pipelines to facilitate precise

forecasting and comprehensive reporting

6. Client Relationship Management

● Foster and nurture robust partnerships with key clients and

strategic allies. Responsively handle customer inquiries, concerns,

and escalations with a sense of urgency and professionalism

7. Support immediate post-sales activities as a primary

customer contact

● Direct, supervise, and provide guidance for immediate post-sale

operations to guarantee seamless continuity and ensure

satisfactory customer onboarding

8. Prepare and facilitate customer hand-over

● Hand-over closed business to the Customer Implementation /

Operations team

9. Additional Responsibilities

● Perform any additional duties assigned by your Line Manager

● Assist in any other activities that may be required to help your

colleagues, from time-to-time.

Role specific skills

● Sales Skills: Proven ability to develop new business, accurately

and competencies:

identify and address customer needs, and effectively translate

product features into tangible benefits. Strong listening skills,

sensitivity to customer requirements, and adept at delivering

compelling presentations. Demonstrates effective negotiation and

closing techniques, and continuously hones sales skills.

● Interpersonal Skills: Exceptional listening abilities, talent for

building robust relationships, flexibility, and open-mindedness.

Skilled in effective negotiation and actively seeking performance

feedback.

● Results Focus: Target-oriented and result-driven, sets

challenging goals, prioritizes tasks efficiently, overcomes

obstacles, and accepts accountability.

● Negotiation Skills: Conducts positive negotiations, adept at

compromising, managing conflicts, and seeking common ground.

Clearly articulates own and others' goals, remaining focused on

achieving positive outcomes.

● Account Management: Skilled at expanding sales within existing

accounts, prioritizing customer service, and developing

relationships with key decision-makers. Proficient in

understanding and responding to customer needs, tracking, and

monitoring account activity.

KPIs:

● New MRR (Monthly Recurring Revenues) signed

● Customer invoicing and payment

● Customer satisfaction

Experience, Knowledge, & Qualification

Requirements:

To qualify for this role, you should have the following:

● Bachelor's degree in Business Administration, Marketing, IT, or a

related field. Master’s degree is a plus.

● 5+ years experience in fast-paced B2B Sales, with history of

negotiating and closing Tier 1 deals

● Experience as a quota-carrying technology sales professional with

a proven track record of success selling complex IT hardware

and/or software solutions to large enterprises

● Evidenced experience in increasing technology adoption and

creating long-term transformational account strategies in large,

complex accounts

● Proven experience working with and earning the trust of C-level

executives both within IT and other lines of business

● Be a hunter, with a history of hitting ambitious targets and thrive

on sales targets

● A CRM master, ideally in Zoho CRM, and able to analyse the data

to maximise the activities of your sales pipeline

● Exceptional communication and presentation skills in English,

complemented by a dynamic and energetic presence.

● A seasoned sales professional with a proven track record,

capable of bringing your own book of business to our organisation

● Excellent teamwork skills

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