Key Account Manager

2 weeks ago

Sydney, Australia Vertiv Co Full time

Key responsibilities

- Develop and maintain strong inter-personal relationships with all relevant key stakeholders in the end user (specifically at both SME and executive level) and related broader industry contacts such as subcontractors and partners.
- Engage in social and customer networking events on a regular basis to build relationships with relevant stakeholders and broader industry.
- Actively work with customers to gain program forecasts and business information required to enable Operations to deliver programs within contractual obligations.
- Act as an escalation point for internal technical, service and operations teams to resolve with the customer any issues that may arise.
- Provide strong account leadership and customer advocacy within Vertiv to ensure the Vertiv teams are aligned to the sales strategy.
- Act as a team player and engage internal Vertiv technical resources to provide trusted advisory to the customer for their product and solutions requirements.
- Continuously look to expand Vertiv’s footprint within the key account and open up related areas of business through new products and new customers.
- Actively stay up to date with broader knowledge of the competitive landscape and the regional Telco market.
- Look to encompass Vertiv’s full products and services portfolio to become a turnkey partner within their key Telco account.
- Regularly review and report on sales performance, sales forecasts and market trends within key accounts.
- Maintain an accurate and active sales funnel within the relevant CRM tools provided on a weekly basis.
- Develop strategic account plans and short to long term sales & marketing strategies for key Telco accounts and vertical partners.
- Ensure that sales and marketing initiatives comply with relevant Acts, legal demands and ethical standards.

WHS, Environment & Quality

- Comply with all Work, Health & Safety, Environment and Quality obligations
- Actively promote safety in the workplace

Employees reporting to Incumbent

Employees reporting to Incumbent: N/A

Main contacts within Company

- Sales Management
- Telecom Solutions Architects, Engineering & Product Management
- Service Sales
- Supply Chain
- Sales Support & Marketing

Main contacts outside the Company

- Key Telco Account
- Relevant 3rd parties connected to Key Accounts
- Suppliers and Telco industry contacts

Specialist Knowledge

- 5+ years’ experience in sales
- Senior relationships within Telco industry and main Telco customers
- Technical background &/or engineering degree
- Good knowledge of the relevant industry & associated technologies
- Comprehensive product & market knowledge
- Understanding of sales concepts & techniques
- Exceptional organisation, presentation, and interpersonal skills – both verbal and written

Practical Experience

- Sales experience working in large Telco accounts and senior management
- Consistently meeting or exceeding targets
- Working in a multi-product / turnkey solutions environment

Education/Qualification

Tertiary qualification in Engineering or related field

Personal Attributes

- Customer first mentality and approach
- Ambitious ‘hunter’ mindset
- Strong relationship building skills and ability to hold senior relationships
- Excellent interpersonal and communication (verbal and written) skills

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