[ESSA] Senior Account Manager/ Assistant Manager (Strategic Accounts)

About the role

Client/Account Relationship

• Builds strong professional working C-level relationships with the client
• Researches and understands the client's industry. Deeply understands client business strategies and challenges
• Advances opportunities that result in profitable revenue growth for HKBN
• Demonstrates breadth and depth of knowledge in aligning HKBN solutions capabilities to client business and IT priorities, and positioning relative to competitors
• Leverages existing engagements to seed and grow new opportunities
• Advocates for client needs during sales cycle and in addressing any delivery issues

Business Management

• Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow HKBNs presence and share in the account
• Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close
• Identifies, nurtures, and closes new solution opportunities that result in substantial growth in HKBNs share, revenues, and margin
• Facilitates/engages with Bid Review and Approval processes
• Meets or exceeds quarterly and annual order, revenue and margin quotas
• Engages and manages cross functional team members in solution presales to support complex deals
• Drives integrated planning and execution; coordinates service units to ensure aligned client engagement and services
• Proactively engages strategic solution partners to define and pursue joint growth opportunities in the accounts
• Submits timely and accurate forecasts

About You

• Bachelor's Degree in any disciplines
• 5-10 years account management experience, expert in the sale of IT solution, services and outsourcing
• Experience in the local IT industry, previous experience in local enterprise or commercial market will be an advantage
• Strong track record of account management and sales performance
• Focuses on client's key business challenges and drivers to position himself/herself as a trusted advisor at the CxO level
• In-depth knowledge of client's business, organizational structure, business processes and financial structure
• Expertise in managing end-to-end sales processes involving complex services deals
• Keeps abreast of industry trends as related to opportunities to create added value for the client
• Demonstrates strong presentation and communication skills
• Demonstrates leadership and initiative in successfully driving specialty sales in accounts - prospecting, negotiating and closing deals
• Candidates with more experience will be considered for the post of Senior Account Manager