Senior Account Manager - Software Sales

Requirements:5+ years of experience in selling custom IT solutions and strong knowledge of IT products and technologies Strong knowledge of a target market (business environment, challenges and opportunities, market segmentation, customer needs);Strong abilities in managing a territory (decision makers, customer organizational structure, competition in the accounts);Strong understanding of customer business plans and budgets;Negotiation and networking skills.Responsibilities:Lead sales process of system integration solutions (own and 3rd party software and services and infrastructure) for assigned territory/accounts;Establish and grow strong relationships with customers, based on actively identifying customers’ needs;Follow a disciplined approach to maintaining a rolling pipeline for assigned territories/ accounts, keeping a sound CRM discipline to ensure business predictability;Plan and execute presales and sales process for system integration solutions (prepare proposals, presentations, cost/benefit analysis, etc.) for assigned territory/ accounts; ability to coordinate with internal teams (pre-sales, delivery, legal, etc) to ensure a smooth process from opportunity discovery to project deliveryIdentify & develop new business opportunities taking advantage of the group-wide experience and companies innovative product portfolio, tailoring the offered solutions to address customer needs;Cooperate with Business Units, locally and in other companies countries to foster cross-selling, new business development and SI target achievement.Deliver the numbers: Create effective and specific account plans to ensure sales target delivery and sustainable growth;Develop and manage pipeline, provide regular updates to forecast in order to ensure delivery against the agreed business growth and strategy plan. Generate, develop and manage a pipeline of opportunities sufficient to consistently meet or exceed quota objectives.Manage Client Relationships: build and maintain strong relationships with customers, maximize customer potential through understanding their business and analyzing their commercial strategies; Nurture client growth, build relationships with key client stakeholders and continuously work on ways to create upselling scenarios, in order to strengthen the business relationships.Business growth: Identify and develop new business opportunities;Develop business relationships with customers, vendors and local players to ensure profitable and sustainable growth.