Sales Manager, Enterprise Account Management

Summary and purpose of the Job:

The Sales Manager of Enterprise Account Management will lead and manage a team of Enterprise Account Managers, driving customer satisfaction, retention, and growth. This role requires a strategic thinker with exceptional leadership skills, a deep understanding of enterprise account management, and a passion for building strong, long-lasting customer relationships. They will have a strong understanding of Wavenet's strategic assets and how they can be leveraged to assist clients in how they respond to industry disruption points e.g. traditional connectivity to SD WAN, IT Services to cloud and the growing cyber threat. They will work closely with new logo sales, specialist sales, marketing, key third party partners and the broader Wavenet organisation to establish how key propositions can be used to increase growth and broaden the number of products sold to Enterprise customers. New business, cross sell, pro-active renewals and net account growth are the key focus areas of the role.

Key requirements of the role are also to drive account development, pipeline generation activities and manage an equitable distribution model where team members each can achieve their sales goals. They will also be highly capable of developing and managing executive relationships by conducting business driven discussions, whilst also lead negotiation planning, strategy and execution.

Key Responsibilities:

• Leadership and Strategy: Develop and implement a comprehensive account management strategy within the team to meet organisational goals. Lead, mentor, and develop a high-performing team of account directors and/or account managers. Foster a culture of customer-centricity, continuous improvement, and excellence within the team.
• Customer Relationship Management: Build and maintain strong, long-lasting relationships with key enterprise clients. Act as the primary point of escalation for major accounts, ensuring their needs are met and exceeded. Collaborate with clients to understand their business objectives and tailor solutions to meet their specific requirements.
• Account Growth and Retention: Identify opportunities for upselling and cross-selling Wavenet's products and services. Develop and execute strategies to increase customer retention and minimise churn. Monitor account health and proactively address any issues or concerns.
• Performance Monitoring and Reporting: Work with established key performance indicators (KPIs) and metrics to measure the success of the account management team. Regularly review and analyse account performance data to identify trends and areas for improvement. Prepare and present reports on account management activities, performance, and outcomes to Director of Enterprise Account Management.
• Collaboration and Communication: Work closely with the sales, marketing, product, and customer support teams to ensure a seamless customer experience. Communicate customer feedback and insights to internal teams to inform product development and service improvements. Represent Wavenet at industry events, conferences, and meetings as needed.

Qualifications:

Ideally the candidate will have:

• Education: Preferably a bachelor's degree or significant relevant experience.
• Experience: Ideally 10 years of experience in sales, with ideally 5 years in a leadership role. Proven experience in managing and developing high-performing sales teams. Strong track record of meeting or exceeding sales targets in a technology or telecommunications company. Excellent leadership and team management skills. Strong strategic thinking and problem-solving abilities. Exceptional communication and interpersonal skills. Proficiency in CRM software and sales analytics tools. Deep understanding of Wavenet's product offerings and the telecommunications, IT and Cyber industry. Strong business acumen and understanding of market dynamics.
• Personal Attributes: Results-driven with a strong commitment to achieving sales goals. Excellent interpersonal skills with the ability to build and maintain client relationships. Strategic thinker with a proactive approach to identifying and pursuing opportunities. High level of integrity and professionalism. Ability to thrive in a fast-paced, dynamic environment. Highly collaborative. The ability to establish and maintain long lasting meaningful relationships at senior level within key clients.

Additional Information:

At Wavenet, we offer more than just a job – we provide an exceptional environment and a wide range of benefits to support your success from day one. With us, you'll enjoy a generous starting annual leave allowance, private medical coverage, discounted health plans, an eye care scheme, and comprehensive health and wellbeing programs, all backed by a dedicated in-house Wellbeing Team. We believe in a strong work-life balance, rewarding your commitment with an additional day of annual leave each year, reaching up to 28 days.

Here's a closer look at what we offer:

• Hybrid Working: Flexibility matters. Our hybrid model lets you choose a blend of home and office-based working, so work fits seamlessly with your life.
• Annual Leave: Begin your journey with 25 days of leave, increasing by one day per year up to 28 days – our way of saying thank you for your dedication.
• Health & Wellbeing: Your wellbeing is a priority. Enjoy private medical coverage, discounted health plans, virtual GP access, an eye care scheme, and a comprehensive employee assistance programme, all supported by our internal Wellbeing Team.