Offers “Dxc Technology”

Expires soon Dxc Technology

Principal Account Sales

  • USA
  • Sales

Job description

·  Job Description:

Client Partner Job Description

Job Summary:

Manages a key global account. Drives strong business performance and manages one Corporate Account spanning across multiple business units and countries. Builds and sustains executive-level relationships, manages account-level profitability, directs and grows team members, and delivers superior client loyalty, all demonstrated through a strong mix of the company’s portfolio. Reports outside the country sales organization but does manage directly local sales resources.

Client/Account Relationship

·       Establishes proactively strong professional relationships and credibility with key IT and business executives in the corporate account.

·       Focuses on senior business management challenges and strategies and is periodically called upon by client IT executives for advice and counsel.

·       Acts as business partner to account and 'extension' of the customer's IT management team.

·       Demonstrates breadth and depth of knowledge to position and map the company's capabilities that align to client business objectives and initiatives.

·       Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

·       Leverages existing engagements to spawn new business with opportunities that result in on-going profitable revenue growth for the company.

·       Leverages the full company portfolio to add significant value to customer's business, continuously improve account profitability for the company and expand the company's share of wallet of the customer spent.

·       Actively engages the Executive Sponsor and other senior company executives to build strategic relationships with the customer which ensure long-term business opportunities for the company.

Business Management

·       Builds monitors and orchestrates sales pipeline activities to advance, invest in or divest of opportunities; focuses on generating new and break- through initiatives.

·       Nurtures and closes new company solutions opportunities that result in substantial incremental orders, revenue and margins to the company, representing the entire company portfolio of products and services.

·       Builds long-term growth opportunities (three years or more) using the Account Business Planning (ABP) process; actively manages the ABP through scheduled reviews and updates.

·       Gains business buy-in for the account business opportunities and has a solid understanding of the business case from the company internal stakeholders in the GBU's and the countries/regions.

·       Provides the business rationale and risk assessment for making company investments in the account.

·       Meets quarterly and annual sales goals, and coaches company resources to meet and exceed targets

Account Team Management

·       Orchestrates the resources and sponsorship essential for executing business effectively on a global scale. Engages company sales specialists, channel and alliance partners to fully leverage the portfolio of company solutions; optimizes deployment of specialists and partners, instills a sense of opportunity ownership to drive deal closure, and maintains ongoing dialogue with pursuit leads to maximize client value.

·       Coaches account team members to optimize performance and to enable broader and deeper client engagement.

·       Coordinates all company activities in the account, e.g. sales activity, marketing programs, executive forums, delivery of on-going engagements and RAP surveys; develops a communication plan and employs effective processes for keeping direct and virtual team members updated.

·       Coordinates multiple WW BU delivery organizations to support client engagement and service in the account.

·       Actively engages the Executive Sponsor and selectively leverages other senior company executives to build strategic relationship which favorably position long-term business opportunities for the company and are complimentary to overall account activities.

·       Drives integrated planning and coordinated sales execution effectively.

People Management

·       Identifies and grows key performers and develops a succession plan.

·       Assesses and manages employee performance to ensure individual and group excellence; manages performance and results of high and low performers

·       Motivates and supports sales teams in selling; counsels and supports individuals through selling challenges; demonstrates a high level of motivation and entrepreneurial ability in supporting the pursuit and closing of deals.

·       Nurtures and advances the talent required to maintain the company's sales force excellence within area of control; sponsors and directs skill building activities to increase the productivity and accomplishments of the sales force.

Education and Experience Required:

·       Bachelor's Degree, MBA desired.

·       8-10 years account management experience.

·       Experience in IT industry and in vertical industry preferred.

·       P&L and risk management skills and experience required.

Knowledge and Skills:
Account/Business Development

·       Uses consultative, solution selling and business development skills to align the client's business needs with the company's solutions.

·       Highly developed business development and negotiation skills.

·       Focuses on client's key business challenges and drivers to position himself/herself as a trusted advisor.

·       Advocates for client needs in negotiating solution sales and troubleshooting solution delivery issues.

·       Establishes the overall account sales strategy and drives execution through rigorous reviews and disciplined application of sales tools (Siebel, TAS,).

·       Ensures submital of timely and accurate forecasts and continually coaches team to do same.

·       Actively seeks breakthrough and new opportunities by shaping demand, leading client discussions, and offering insightful approaches to solving client business challenges.

Account/Team Leadership

·       Effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.

·       Strong employee management and team leadership skills.

·       In-depth knowledge of client's business, organizational structure, business processes and financial structure.

·       Develops a comprehensive business-case approach in crafting client proposals and in Company internal requests for resource and/or investments.

·       Attracts, leads, and retains global resources.

·       Expertise in managing end-to-end sales processes involving complex, multi-country, multi-business unit deals.

Industry Acumen

·       Keeps abreast of industry trends as relates to opportunities to create added value for the client.

·       Knowledge of industry and client's security, risk and compliance issues.

·       Demonstrates strong presentation and communication skills.

·       High-level of vertical industry knowledge and account expertise.

·       Apply IT best practices specific to the client's industry.

Portfolio Knowledge

·       Knows the company's broad portfolio and how to integrate different solutions, or engages the appropriate resources, to create unique and innovative solutions for the customer.