Strategic Account Manager

We are excited to be working with a new client on an exclusive basis.

Our client is one of the World’s fastest growing software Companies with offices in the UK, throughout Europe, the US, in the UAE and SE Asia. They operate within highly regulated industries such as aviation, financial services, life sciences, healthcare, and manufacturing.

They have grown rapidly over the last 10 years acquiring approximately 25 companies. Doubling in size every 3 years, they are on course to a Mkt Cap of £1billion.

Over 6,000 organisations use their products including all the top aerospace and defence companies, 75% of the world’s leading Pharma firms and seven of the top 10 accounting firms.

The Role

A unique once in a lifetime chance to be part of one of the leading quoted technology company and IT sales organisations. They provide continuous sales and development training, coaching and mentoring and an opportunity and environment to grow and develop to be the best. They are an Association of Professional Sales Corporate member and they absolutely believe in a sales culture; they are visionary, dynamic and they value the people that work for them.

With over 6,000 global companies already using their products they want to continue their rapid expansion into the Life Sciences sector. They are looking for a Strategic Account Manager.

• Ownership of an agreed customer base
• Responsible for developing additional revenue throughout customer accounts
• Meet assigned targets and objectives in assigned accounts
• Manage relationships in a structured way through account planning and management
• Ensure the wider team understands customer priorities / outcomes
• Commercial Management to develop and secure additional profitable business

As a Strategic Account Manager, to succeed you must:

• Understand complex selling using a consultative sales process
• Have the ability to build an effective business case and ROI and “scale the sale”
• Identify and develop key customer contacts
• Be a highly strategic and entrepreneurial salesperson
• Provide accurate weekly reporting of sales activity and forecast
• Work at becoming a domain expert and learn competitive advantage
• Possess the ability to make great decisions under pressure and in a changing work environment.
• Be able to think rapidly in front of clients
• Be able to identify realistic opportunities, qualify them quickly and pursue them effectively

Customer Relationships

• Develop and maintain strategic relationships with all key customer stakeholders, understanding their current and future challenges
• Organise regular reviews with customers to develop new opportunities outside of their existing service
• Complete and maintain customer account plans and pipeline reports
• Work with marketing to produce reference and case study collateral

Business Development

• Proactively manage all commercial aspects of their relationship with an agreed customer base
• Develop opportunities for additional revenue and margin throughout your customer base (tactical upsell opportunities)
• Develop opportunities for new contracts within customer relationships
• Secure contract extensions (where applicable)

Desired Skills and Experience:

Ideally 3+ years software sales / customer account management experience

• Experience working to deadlines and achieving or exceeding sales targets (for 3+ years).
• Have excellent verbal, written and interpersonal skills
• Be a self-confident, persuasive and a natural influencer

The ideal candidate must have excellent written, verbal and presentation skills and the ability to articulate technical solutions in a concise and polished manner to a diverse audience and must be comfortable and effective when talking with a broad range of decision influencers and decision makers within an organization.

Candidates must have referenced experience of developing effective client relationships with multiple stakeholders, supporting the drive to develop new initiatives within those customers and hitting the “number”.

Sales skills and acumen are key, they want people who act quickly to seize opportunities; spots and capitalises trends and are keen to grow their career.

Desirable:

• Experience of working in a Quality, Risk or Health & Safety Management environment
• If this role is not quite right for you but you like the sound of the company, please still get in touch as we have several different Business Development and Account Management roles with this client.