Account Management

2 weeks ago

Sydney, New South Wales, Australia Vertiv Full time $120,000 - $180,000 per year

Key responsibilities:

  • Develop and maintain strong inter-personal relationships with all relevant key stakeholders in the 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: 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 3 rd 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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