Job Description

Summary

Key Account Manager (KAM) plays a crucial role in building and maintaining strong, long-lasting customer relationships. They are responsible for developing a thorough understanding of key customer needs and requirements and for coordinating with company departments to ensure that these needs are met.
Job description

FUNCTIONAL RESPONSIBILITIES AND DUTIES

o Develop and maintain strategic long-term relationships with less complex SMB clients. o Perform post-sales activities, including managing ongoing relationships, addressing client needs, and upselling or cross-selling additional products or services. o Support more experienced colleagues in understanding key customer needs and suggesting solutions that fulfill their demands. o Help address and resolve any issues or complaints raised by key clients to maintain trust. o Assist in generating new sales that will evolve into long-lasting relationships with clients. o Aid in negotiating contracts and meeting established deadlines for fulfilling each client's long-term goals. o Prospect, develop, and close renewal, upsell, and cross-sell opportunities within the named customer accounts for security software products. o Manage sales activities and updates in CRM, and contribute to creating accurate forecasts. o Attain quarterly and annual net new revenue goals and quota targets. o Execute a "Hunter/Farmer strategy" focused on expanding and enlarging revenue of existing named enterprise accounts with assistance of more experienced colleagues. o Support the sales team in selling the security vision to prospects through product demonstrations, events, and target-specific initiatives. o Assist in establishing a regular Business Review cadence, either in person or virtually, with accounts to achieve revenue optimization and understand customer goals and objectives. o Provide basic knowledge of the product portfolio and develop the comfort working with resellers to generate new pipeline and opportunities. o Operates with a degree of autonomy but typically follows established guidelines and strategies. o Shadow the more experiences colleagues during client meetings and negotiations to learn best practices. o Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.

REQUIREMENTS

Education:

o University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.

Experience:

o Years of work experience: 4 o 2+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security is prefered o 4+ years of experience evangelizing SMB technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus. o Experience with Customer Relationship Management (CRM) systems is necessary for managing customer interactions and sales processes. Expririence with Salesforce.com is plus. o

Knowledge:

o Strong problem-solving competencies to address and overcome challenges that arise in managing accounts. o Understanding of security solutions field and the ability to sell these to SMB customers is beneficial. o Ability to conduct strategic account planning, including setting objectives, identifying key stakeholders, and developing a roadmap for account expansion. o Competence in negotiating terms that are favorable for both the client and the company, while maintaining strong client relationships. o Keeping abreast of cutting-edge IT industry developments, technology trends, and understanding competitors' positioning can provide a strategic advantage.

Language:

o English - B2 o local language

Communication:

o Exceptional verbal and written communication abilities are crucial for effectively conveying ideas and building relationships with small and medium business clients. o Ability to clearly and effectively communicate with clients, colleagues, and stakeholders at all levels o Ability to persuade clients and influence their purchasing decisions.

Managerial skills:

o N/A

Personal characteristics:

o Being self-driven to pursue goals and targets is important, especially in a role that requires independent client management. o Strength in fostering and maintaining client relationships is key to ensuring customer satisfaction and loyalty. o Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation. o Willingness to be coached and the discipline to work a proven sales process from beginning to end. o Evidence of 'team sales' and the ability to use internal resources, partners, and team members to be successful. o Very high language skills required: Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top executive management. o High level of inter-personal relationship and excellent written and verbal communication skills o Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages o Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills o Commitment to personal and professional growth through ongoing training and development. o Ability to handle rejection and setbacks positively and persistently pursue goals. o Capability to juggle multiple client interactions and tasks simultaneously without losing focus.
Benefits

Health & well-being

Health insurance Death in service Employee assistance program (EAP) Pension Perkbox Free sight tests and discount on glasses Sick pay Extra holiday Wellbeing Allowance

Family

Child Birth Allowance Marriage Allowance Enhanced Parental leave

Office

Free Parking Hot and cold drinks and fruit Friday Breakfast Christmas PartySummer Party

Other

Loyalty award Employee referral scheme Cycle to work Tech Scheme Christmas Hamper
Primary location


Bournemouth
Additional locations


Time type


Full time