Account Executive Rest of Africa Accounts

SUMMARY:
The Role:

Essential functions:

• Deliver Account and Territory plans that will drive customer and Analytical Solutions success through a strong understanding of your customers business strategy, goals and measurements:
  • Ensure a clear â??vision of valueâ? that...
    
    

    POSITION INFO:
    The Role:

    Essential functions:

    • Deliver Account and Territory plans that will drive customer and Analytical Solutions success through a strong understanding of your customers business strategy, goals and measurements:
      • Ensure a clear â??vision of valueâ? that the Analytical Solutions will contribute to the customers strategy, goals and measurements.
      • Understand and document your customers decision and buying cycle from the â??decision to changeâ? through to â??Implementationâ?;
      • Build up a sustainable and robust pipeline, with 3 x cover and ensure accurate and rigorous forecasting with a maximum of a 10% variance;
      • Execute a demand generation campaign within your Industry specialisation with the marketing and demand generation team.
      • Work with Customer success manager to ensure your tier 1 2 and 3 clients are contacted and a Qlik update session us delivered at least once a year.
      • Effectively manage and drive the sales cycle from prospecting through to successful closure;
      • Identify up-sell and cross-sell opportunities to exceed all business and revenue targets;
      • Demonstrate effective engagement with Solution Partners and System Integrators where it makes sense and increases your GP contribution;
    • Target key customers in your territory to ensure strong reference capability and deliver 1 case study, in conjunction with Marketing, per half;
    • Learn from and demonstrate change from your own successes and failure as well as from others success and failures;
    • Assist others in their learning through proactively sharing your knowledge and learning to ensure they grow as individuals and have maximum impact on our customers.
    • Ensure all business tools and systems are kept fully up to date and accurate always.
    • Lead a 1 Analytical Solutions account team to engage in your customer base in a manner that delivers maximum value to your customers and Analytical Solutions.
      
      

    Key Performance indicators (measurement ):

    • Deliver your Gross Profit, Revenue and Metric targets:
      • Licencing (Attain Qlik and complementary products Gross Profit (GP) targets)
      • Consulting (Drive customer value and achieve targets through a 1 approach)
      • Training (Drive customer value by ensuring all our customers are trained to get the most out of our technology)
      • Managed Services (Assist customers to realise value through Managed Services)
      • Data Literacy engagement in your territory
    Skills and Experience:

    Experience required:

    LEADERSHIP:

    • Lead your account team as 1 Analytical Solutions, pulling the team together with the customers success at the centre of your account plan strategy;
    • Partner with Account teams to ensure we maximise the opportunity we have within your account set;
    • Use your executive team as part of your account plan to assist in delivery of your success.

    CUSTOMER FOCUS:

    • Understand, articulate and document your customers business and industry and the role that Analytical Solutions plays in their success;
    • Identify and understand key market drivers and what impact these have on your customers while proposing solutions to assist them in dealing with these challenges;
    • Demonstrate strong business orientation and commercial acumen â?? creating win-win deals for clients and  Analytical Solutions;
    • Calling on, building lasting relationships and selling to senior decision makers - both business and IT executives;
    • Focus the bulk of your time on your customers;
    • React quickly and appropriately to new situations that arise suddenly and ensure your customer service surpasses expectations on every engagement.

    BUSINESS AND SALES ACUMEN:

    • Qualify and prioritise prospects in a set customer base generating opportunities through planning, prospecting, networking, executing and relationship building;
    • Demonstrate strong negotiation skills resulting in Win Win outcomes for your customer and Analytical Solutions;
    • Be and excellent communicator: listening skills, verbal skills, presentation skills, and writing skills;
    • Be an outgoing, focused and organised person with a relentless will to succeed;
    • Always be proactive, strive for excellence and never give up;
    • Be a problem solver;
    • Think creatively and outside of the box to ensure your customer receives maximum value from the Analytical Solutions Solution.

    PROFESSIONALISM AND POSITIVITY

    • Be organised and well prepared for all customer, partner and internal engagements;
    • Always search for what is possible, focusing on the why we can vs why we canâ??t;
    • Learn from the past and contribute positively to the Analytical Solutions Elite Partner.
    • Embrace a mindset that focuses on growth and the art of the possible;
    • Act as an ambassador for the business - lead and champion Analytical Solutions with Customers, Partners and within the organization.

     

    • Sales Experience into Africa
    Key Accountabilities:
    • Account management skills,
    • Sales track record of successfully selling into Africa
    • Network of Client and partner contacts within Africa
    • Analytics exposure preferable
    • Great verbal and written communication skills
    • Ability to build pipeline and work with a team to assist in developing the market.
    Other:

    Travel:

    • Africa travel will be required
    
    
    

     

    NB! This job is now closed. You can apply for other jobs by uploading your CV.

    
    

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