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

• 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)

• The Cluster Account Manager will not exclusively control access to their assigned existing and targeted new customers
• The Cluster Account Manager has to be informed by other sales channels before they initiate contact with  a customer assigned to them
• After being informed, the Cluster Account Manager 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 5 years of account management and sales or consulting experience; selling complex IT solutions.
• Track record of being successful in selling at existing and new customers
• At least 10 years IT related experience
• Experience in consultative selling - Advantage
• Experience in complex IT (end-to-end) Services - Advantage

• General IT & Communications (ITC) industry knowledge. 
• Knowledge of ICT trends and how they can support and enhance the business
• 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 – Intermediate
• Deep understanding of creating a unique selling proposition, and making a deal commercially attractive to a client – Advanced
• Detailed knowledge and implementation of the quality and process requirements. 
• In-depth understanding of client’s business requirements and processes – Advanced
• Good knowledge of delivery processes – Intermediate
• Knowledge of complex sales, process & techniques.  Knowledge of contracts & service level agreements – Advanced
• Knowledge of integration and transformation services for shift to Future ICT