Key Account Manager I

Summary

Key Account Manager (KAM) plays a crucial role in building and maintaining strong, long-lasting customer relationships. They are responsible for developing a thorough understanding of key customer needs and requirements and for coordinating with company departments to ensure that these needs are met.

Job description

FUNCTIONAL RESPONSIBILITIES AND DUTIES • Develop and maintain strategic long-term relationships with less complex SMB clients. • Perform post-sales activities, including managing ongoing relationships, addressing client needs, and upselling or cross-selling additional products or services. • Support more experienced colleagues in understanding key customer needs and suggesting solutions that fulfill their demands. • Help address and resolve any issues or complaints raised by key clients to maintain trust. • Assist in generating new sales that will evolve into long-lasting relationships with clients. • Aid in negotiating contracts and meeting established deadlines for fulfilling each client\’s long-term goals. • Prospect, develop, and close renewal, upsell, and cross-sell opportunities within the named customer accounts for security software products. • Manage sales activities and updates in CRM, and contribute to creating accurate forecasts. • Attain quarterly and annual net new revenue goals and quota targets. • Execute a “Hunter/Farmer strategy” focused on expanding and enlarging revenue of existing named enterprise accounts with assistance of more experienced colleagues. • Support the sales team in selling the security vision to prospects through product demonstrations, events, and target-specific initiatives. • Assist in establishing a regular Business Review cadence, either in person or virtually, with accounts to achieve revenue optimization and understand customer goals and objectives. • Provide basic knowledge of the product portfolio and develop the comfort working with resellers to generate new pipeline and opportunities. • Operates with a degree of autonomy but typically follows established guidelines and strategies. • Shadow the more experiences colleagues during client meetings and negotiations to learn best practices. • Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company. REQUIREMENTS Education: • University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience. Experience: • Years of work experience: 4 • 2+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security is prefered • 4+ years of experience evangelizing SMB technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus. • Experience with Customer Relationship Management (CRM) systems is necessary for managing customer interactions and sales processes. Expririence with Salesforce.com is plus. • Knowledge: • Strong problem-solving competencies to address and overcome challenges that arise in managing accounts. • Understanding of security solutions field and the ability to sell these to SMB customers is beneficial. • Ability to conduct strategic account planning, including setting objectives, identifying key stakeholders, and developing a roadmap for account expansion. • Competence in negotiating terms that are favorable for both the client and the company, while maintaining strong client relationships. • Keeping abreast of cutting-edge IT industry developments, technology trends, and understanding competitors\’ positioning can provide a strategic advantage. Language: • English – B2 • local language Communication: • Exceptional verbal and written communication abilities are crucial for effectively conveying ideas and building relationships with small and medium business clients. • Ability to clearly and effectively communicate with clients, colleagues, and stakeholders at all levels • Ability to persuade clients and influence their purchasing decisions. Managerial skills: • N/A Personal characteristics: • Being self-driven to pursue goals and targets is important, especially in a role that requires independent client management. • Strength in fostering and maintaining client relationships is key to ensuring customer satisfaction and loyalty. • Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation. • Willingness to be coached and the discipline to work a proven sales process from beginning to end. • Evidence of ‘team sales’ and the ability to use internal resources, partners, and team members to be successful. • Very high language skills required: Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top executive management. • High level of inter-personal relationship and excellent written and verbal communication skills • Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages • Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills • Commitment to personal and professional growth through ongoing training and development. • Ability to handle rejection and setbacks positively and persistently pursue goals. • Capability to juggle multiple client interactions and tasks simultaneously without losing focus.

Benefits

Health & well-being

• Health insurance
• Death in service
• Employee assistance program (EAP)
• Pension
• Perkbox
• Free sight tests and discount on glasses
• Sick pay
• Extra holiday
• Wellbeing Allowance

Family

• Child Birth Allowance
• Marriage Allowance
• Enhanced Parental leave

Office

• Free Parking
• Hot and cold drinks and fruit
• Friday Breakfast
• Christmas PartySummer Party

Other

• Loyalty award
• Employee referral scheme
• Cycle to work
• Tech Scheme
• Christmas Hamper

Primary location

Bournemouth

Additional locations

Time type

Full time #J-18808-Ljbffr