Enterprise Account Manager ICT – new – 1 Poste

Job based in:  UK
Reports to: Enterprise Sales Manager
Contact: maureen.adair@apc.com

MISSION SUMMARY
The Enterprise Account Manager (EAM.) will be responsible for establishing and increasing APC’s market share and revenue within specific end user enterprise Named Accounts within the ICT Vertical. The primary objective is to build strong, and lasting relationships at all levels of the Named Accounts' organization that will produce incremental revenue and increase APC’s market share. EAM's are expected to uncover and close opportunities and projects in all departments of the organization through the provision of APC’s NCPI (Network Critical Physical Infrastructure) solutions.

KEY TASKS AND RESPONSIBILITIES
Responsibilities will include:
Expand market share in named enterprise accounts.
Educate named accounts on the necessity for NCPI planning and get NCPI into the strategic spending plans of the account in the current/next fiscal year.
Maintain, develop and leverage relationships with CXO, IT manager and other key decision maker or influencers within the selected accounts
Responsibility for detecting and directing new projects with End customers
Establish strategic account plans by targeted account:
- Define Account Strategies
- Account Mapping
- Establish relationships with key decision makers within the accounts
- Identify Opportunities and Projects
- Mobilize APC resources to close projects and create satisfied customers
Leverage other team members in APC as well as channel partners and CE-firms to Surround-the-Customer in our efforts to offer right solution for clients needs
Deploy all needed APC internal resources against opportunities in order to maintain satisfied customers.
Lead with ISXTM solution in becoming a truly trusted advisor and take benefit from our relationship in expanding to other application areas with the selected accounts
Gather feedback information on competition to increase our competitiveness
Rigorously use reporting tools (e.g. Siebel, Ccentral, EFR, ESBAT) as the source and archive for all data, actions, commitments, and tracking of business.
MEASUREMENT TOOLS

Will be subject to measurement by such quarterly revenue in the selected clients and KPI (Key Performance Indicator) goals, as the Company will implement at its discretion

QUALIFICATIONS AND EXPERIENCE

• 5-8 years of Account Management experience.
• Minimum 4 years experience in an IT field sales role
• Ability to effectively map an account.
• Existing Relationship with CXO level
• Background in a IT based company
• Excellent communication skills at all levels, both within APC and with customers
• Excellent knowledge of both spoken and written English
• Knowledge of local IT markets
• Bachelor degree with technical background, ability to understand APC product range
• Understands principle such as HCS (Helping Clients Succeed), STC (Surround the Customer) and VAT (Virtual Account Teaming).