To plan and execute customer strategies for multiple, existing and targeted new Large Enterprise account clusters, in the assigned regional area of responsibility, and translating the strategies into tactical and operational plans to: (1) ensure account cluster alignment, relationships and service, (2) protect existing cluster business, (3) grow the share of wallet of assigned account clusters, and (4) acquire new accounts.
 
Roles:

• To ensure cost effective customer alignment, relationships and service for assigned existing and targeted Large Enterprise accounts
• To provide a certain level of customer intimacy to individual accounts, even though it’s non-exclusive
• To protect and grow share of wallet at existing Large Enterprises through a consultative selling approach
• To acquire, protect and grow share of wallet at targeted new Large Enterprises through a consultative selling approach
• To orchestrate the internal organization to ensure that value adding solutions are provided to their customers
• To ensure transition to Future ICT and standardization of classical ICT through focused sales initiatives
• To leverage account cluster synergies regarding T-Systems’ multi-tenant and unique offerings 

• Sell services corresponding to consultation, integration, transformation and virtualization
• Sell classic standardized ICT solutions of the Portfolio
• Sell future ICT product portfolio based on technical platforms (e.g. vCloud) and partner platforms
• Only sell customized classic ICT solutions in exceptional cases (with premium prices for customer)
• Influence account cluster growth

• The Cluster Account Executive will facilitate account cluster focus
• The Cluster Account Executive will not exclusively control access to their assigned existing and targeted new customers and account clusters
• The Cluster Account Executive has to be informed by other sales channels before they initiate contact with  a customer or account cluster assigned to them
• After being informed, the Cluster Account Executive can either collaborate with other sales channels, escalate or simply not react (after 36h without veto, agreement is presumed)

Qualifications and experience required:

• Grade 12/Matric
• Relevant 3 year degree / diploma
• At least 8 years of account management and sales or consulting experience at a senior level; selling complex IT solutions.
• Track record of being successful in coordinating and executing selling in existing and/or new account clusters
• At least 10 years IT related experience
• Experience in consultative selling - Advantage
• Experience in complex IT (end-to-end) Services – Advantage
• Experience in Personnel and Finances management – Advantage
• Experience in Business Management - Advantage

• Extensive IT & Communications (ITC) industry knowledge. 
• Knowledge of ICT trends and how they can support and enhance the business, especially in account clusters 
• Product and Solution knowledge, market and competitive positioning – Advanced
• Sales methodology, sales processes & internal systems – Advanced
• Knowledge of customer/prospect’s industry, business, strategy and eco system – Intermediate
• Account planning & strategy development for customer/prospect group – Advanced
• Commercial knowledge around putting a financially viable deal together for the client, and for the delivery partner/company. 
• Good understanding of financial and budgetary models – advanced
• Deep understanding of creating a unique selling proposition, and making a deal commercially attractive to a client – Superior
• Detailed knowledge and implementation of the quality and process requirements. 
• In-depth understanding of account cluster’s business requirements and processes – Advanced
• Good knowledge of delivery processes – Intermediate
• Knowledge of complex sales, process & techniques.  Knowledge of contracts & service level agreements – Superior
• Knowledge of integration and transformation services for shift to Future ICT