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 3^rd 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