Job Role:         Enterprise Technical Account Manager

Reports to:      Sales Manager

Overview:

The Enterprise Technical Account Manager (ETAM) will be the senior member of AAG’s existing Account Management team.  The ETAM will be responsible for maintaining and expanding relationships with AAG’s strategically important large customers.  Leading business focused, commercially strategic conversations and understanding the challenges faced in the SME market are key skills for this role.  Supported by the Account Managers and Pre-Sales Technical team, the ETAM will be very much customer facing, using existing technical knowledge to advise and guide customers with regards to how technology can assist the strategic direction of their business.  This is a target driven sales role and will focus heavily on expanding the footprint and wallet share within each customer account. 

RESPONSIBILITIES:

Business development:

  • Proactively lead a strategic account planning process that develops major accounts in line with AAG’s business objectives
  • Communicate the AAG business value proposition
  • Develop overall strategy to grow account, find new areas of business and understand customer needs

Customer enablement:

  • Capable of being able to assume both a “hunter” and “farmer” role as required.
  • Executive relationship building—starting high enough in discussions- C-level engagement
  • Drive executive conversations as a trusted partner
  • Advise customers on the business value of AAG’s services and optimisation of solutions

Opportunity identification:

  • Lead analysis of customer goals, objectives, needs and develop relevant planning documentation to ensure long term sales opportunity pipeline

Closure effectiveness:

  • Establish a track record of success meeting and exceeding sales goals
  • Drive strategic product sales (e.g. emerging products like cloud solutions)

Management and communication:

  • Highly skilled relationship builder
  • Successfully manage large and complex deals concurrently and strategically.
  • Expert in conflict resolution
  • Able to translate strategy into tactical team objectives
  • Effectively create and communicate vision, goals, and a compelling value proposition around the AAG offering to both internal and external stakeholders

Leadership and relationships:

  • Build collaborative relationships based on trust, both internally and externally
  • Viewed by team and customers as a strategic advisor
  • Develops relationships at different levels within a partner organization
  • Superior communication, particularly within the area of executive communications
  • Strategic focus; provides clear and concise messaging

Business acumen:

  • Expert knowledge of customer’s business model
  • Assists in solution creating and opportunity identification
  • Demonstrating vision in assessing macro market opportunities
  • Aware of key industry news and happenings

EXPERIENCE & QUALIFICATIONS:

  • Minimum of 7-10 years professional selling and account management experience
  • Proven track record in a Sales capacity within the tech industry
  • History of exceeding sales targets using a consultative, solutions-focused approach
  • Ability to thrive in a high paced, dynamic environment
  • Ability to prioritize and manage multiple responsibilities
  • Can demonstrate the ability of excellent account relationships with customers
  • Ability to map AAG offerings against customer needs and to identify new opportunities within your allocated Enterprise Accounts
  • Understands the importance of account plans, sales process and effectively utilises these processes and tools to drive success
  • Operates within compliance from a process, legal and revenue recognition perspective
  • Presents themselves in a professional manner, being a representative of the organization

 

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