Account Manager Enterprise Sales

2 weeks ago

Gurugram, India Smart Consulting - Creating Future Leaders Full time

Hi


Our Client: WORLD LEADER IT Multinational Brand (Client name witheld, but is a large Fortune 500 company)


Location: Gurugram

Clients Managed: Farming role for LARGE ENTERPRISE ACCOUNTS


Role: Handling sales of Services to CIO's CXO's IT heads of large enterprise named accounts.


CTC: Candidates with current CTC between 15 to 30 lacs can apply.


Expereince needed: 5-15 years




Role details

Customer Success is the primary customer interface for our Services & Solutions contracts, covering both managed print and personal systems managed services. Responsible for driving Account Level ( Revenue & margin), Account growth ( Renewals, upsell & cross sell), customer experience and help customers obtain the optimum value of the contracted services.

Responsibilities:

Prepare and drive successful Renewal.

Drive SOW expansion and generate upsell & cross sell opportunities.

Work with sales/pursuit on account business plan & customer success plan.

Lead account kick-off – identifying/confirming customer success criteria – update customer success plan, expansion needs and identify key influencers and decision makers

Lead and manage SBR process working with SDM and reporting teams using VMO/SBR self-service and/or leveraging the VMO lite and full platform to drive effective business reviews including ROI and industry SME for effective up sell opportunity development

Proactively manage customer escalations and related customer communications in a proactive and /or timely manner

Accountable for P&L management, remediation, forecasting revenue, cost, growth, and success strategy

Ensure managed services and customer engagement meet or exceed all relevant KPIs

Monitor and collaborate with SDM on asset specific data in HP systems to ensure accurate billing, reporting, and SLA performance

Demonstrated level of skills with consultating ability in solution selling and business development

Manages multiple customer accounts and deliverables moderately complex contracts and deals with integrators and partners

Industry specific subject matter expertise to consult with customer on their next steps as a trusted advisor

Knowledge and Skills:

Experience in account management using consultative selling or issue resolution skills

Responsible for supporting pre-sales, drive adoption, increase utilization

P&L management, up-sell and cross-sell PAN HP offerings, manage customer health, drive renewals.

Impact and Scope:

Multiple accounts or very large single accounts – local/global

Responsible for supporting pre-sales, drive adoption, increase utilization

P&L Management, up-sell and cross-sell PAN HP offerings, manage customer health, drive renewals

Complexity:

Moderate to high

Multi-country client management in the same region; customers are typically multi-million dollars companies

Education and Experience:

Master's degree in relevant area or demonstrated competence. Typically 8-12 years of experience

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