Job Title: QSSU-AU-ACCOUNT MANAGER

Location: OpCo

Function/Department: Business / Enterprise

Reports To: Enterprise Director or Sales Manager

Job Summary

The Account Manager oversees and manages relationships with mid-level business clients. The role focuses on maintaining client satisfaction, growing account value, and ensuring the delivery of products and services that meet the specific needs of medium-sized businesses.

The Account Manager serves as the voice of the customer within the organization.

The role is part of the Enterprise Sales Incentive Plan (SIP) and is measured on incremental revenue growth and monthly recurring order value.

Key Responsibilities

• Engage current and prospective customers at management level to understand their business strategy and key drivers.
• Develop customer roadmaps that facilitate the progression and closure of contracts for:
  • Fixed and mobile network services
  • Business solutions
  • Value-added services
• Achieve and exceed assigned account targets through the sale of core products, add-on services, and an optimal portfolio mix across existing and new customer accounts.
• Build and maintain strong multi-functional relationships with customer stakeholders, including: Business Owners, Finance, IT Management, Supply Chain, Marketing, HR, VIP Users
• Develop innovative solutions that create measurable business value for customers.
• Position executive sponsors effectively for productive bi-annual and annual customer reviews.
• Understand customer business and IT strategies and align solutions with industry trends and business needs.
• Demonstrate how organizational solutions deliver value through network stability, coverage, customer service, and value-added offerings.
• Conduct regular competitor analysis to understand market trends and proactively identify opportunities for: Cost reduction, Technology refresh, Improved operational efficiency, Enhanced business capability and Competitive advantage.
• Act promptly to prevent revenue erosion caused by competitor activity.

Key Performance Outcomes

Success in this role is demonstrated through:

• Achievement and surpassing of assigned revenue and account growth targets.
• Increased revenue from existing customers and acquisition of new business.
• Strong customer relationships leading to successful executive engagement.
• Effective differentiation of organizational solutions from competitors.
• Proactive identification and mitigation of competitive threats.
• Delivery of innovative customer-focused solutions.

Role Dimensions

Financial: Responsible for achieving assigned revenue and order targets based on allocated customer accounts.

People Management: May serve as a virtual team lead by coordinating cross-functional teams for specific customer opportunities.

Requirements

Qualifications

Education

• Bachelor's Degree in Business, Finance, or a related field (or equivalent qualification).

Desirable

• Membership in relevant professional organizations.
• Professional certifications or accreditations in related disciplines.

Experience

• 3–5 years of experience in sales and relationship management within mid-sized businesses.
• Solid understanding of fixed and mobile connectivity.
• Knowledge of business solutions including:
  • Network as a Service (NaaS)
  • Communications Platform as a Service (CPaaS)
  • Internet of Things (IoT)
  • Cybersecurity
  • Cloud Services
• Good understanding of industry sectors, customer strategies, and business challenges.
• Knowledge of governance structures within enterprise organizations.

Core Competencies

• Behavioral Competencies: Listening, Accountability, Personal Credibility and Impact, Leadership, Communication, Agility
• Professional Competencies: Presentation Skills, Personal Credibility and Impact, Executive (CXO) Engagement, Relationship Management, Strategic Thinking, Customer Engagement, Profit and Loss Management, Customer Orientation, Business Acumen, Solution Delivery aligned to Industry Trends, Creativity and Innovation, Commercial Acumen, Global and Multicultural Collaboration, Prioritization and Time Management, Results Orientation

The successful candidate should be able to:

• Build strong partnerships with customers and internal stakeholders.
• Work effectively within virtual and cross-functional teams.
• Identify and qualify revenue-generating opportunities.
• Leverage professional experience and networks to access and develop new customer accounts.