Senior Account Manager

The main responsibility of a Senior Account Manager is to secure sales within one or more identified customers by proactively finding business opportunities through daily contact with key customer stakeholders. The Senior Account Manager is responsible for maintaining an opportunity list and driving the sales of competitive solutions and/or services (involving several Ericsson product areas, services and 3rd party products etc. across all the Ericsson Business Units) through a consultative approach focusing on the customer needs. The Senior Account Manager will organize and drive the sales team from identifying opportunities to closing deals, thereafter to ensure the handover of the deal/contract to the delivery/supply side of the Ericsson organization, assure the CPM's/CFR's delivery/project execution and handover from the project delivery/supply to the Ericsson Support organization (or Managed Operations organization) and to assure the delivery of the support services (or managed services) as contracted in the relevant service level agreements.
Maintain Customer Relationships
Customer Satisfaction Surveys
Account Plans and Reporting
Account Growth Plan and Monthly Reports
Qualify Sales Opportunities
SMIS opportunity list and BSC results
Create Proposals
SDP2 approvals and Submissions
Within Sales Directives and following the correct Sales Track
When not in line with Sales Directives
Follow Sales Process
Getting to understand the customers challenges and requirements and formulating solutions and proposals that will solve these challenges and requirements
Having a good understanding of the competitive landscape both from an operator as well as from a vendor point of view
Keeping track of trends and technology roadmaps
Managing the customer account in a way that will deliver long term profitable business for Ericsson
Travel required to customer Head and Regional Offices as well as other operations in other countries within the Region for example Tanzania, Ghana and South Africa. Travel may also required to Sweden and GCU conferences and workshops.
Negotiate and Close Deals
SDP3 approvals and Won Deals
Contract Handshake
Handovers to Project Execution
Contract Management
Customer Contract Life Cycle Management
Project Finalisation and Closure

Qualifications

Education
Preferably BSC Degree in Engineering or equivalent (Communications, Informatics or related Telecoms/IT qualification) or Degree in Economics/Business
Experience
10 Years in the Telcoms/IT industry and relevant professional experience in dealing with Telecom operators. 5 years experience in Relationship sales within Ericsson an advantage.
Skills and Competencies
Skill Requirements
Competency Requirements
Technical
¨ Knowledge of Ericsson Products and Solutions
Business
¨ Selling and Negotiation Skills
Human
Managing and Leading People

Job

Relationship Sales

Primary Location

KE-110-Nairobi

Other Locations

TZ-02-Dar es Salaam, GH-Accra-Accra

Senior Account Manager Senior Account Manager Reviewed by Unknown on 3:42:00 AM Rating: 5

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