COMPAREX Group - Key Account Manager - Enterprise Sales

Mission/Purpose of the Position

The Enterprise Account Manager will collaborate with Enterprise Account team to drive net new revenue across all our product lines. This role requires a self-motivated individual with an avid business intellect, the capability to drive critical business discussions with customer and Solution Selling skills and continuous learning are critical to attain the success in this role.

Results to be achieved

- Achieving the revenue and gross margin targets/goals assigned for this role on quarter on quarter basis.

- Directly contributing in the regional revenue by driving sales growth.

- Maximize the Enterprise business by positioning the right software solution to the customers.

Roles and Responsibilities

This role requires someone who has the ability to connect technology with measurable business value.

- Build & execute regional plan for upselling & cross selling in Enterprise space.

- Market & Opportunity analysis in the defined region with customer priorities.

- Aligning COMPAREX growth strategy with OEM vision.

- Planning with OEM to penetrate in the identified segment for revenue generation.

- Develop partner specific sales and marketing plans.

- Build relationship with key decision makers (CIO & CXO) in respective accounts.

- Play an integral role in new business, value pitches and hold responsibility for the effective on - boarding of new clients and partners.

- Improving the overall customer relationship, delivering reliable administrative support and customer service.

- Prepare technical documentation, case studies, business proposals and corporate presentations; respond to RFP- s/RFI's.

- Maintain accurate pipeline & forecast on the monthly basis on COMPAREX CRM system.

- Maintain latest knowledge of current software licensing programs and parameters like return policies, pricing changes, upgrade opportunities

- Adherence to intra - COMPAREX processes i.e. operations, sales & others.

- To negotiate with the clients regarding the sales prices of the services offered to them.

Helps establish a company culture centered on our corporate values, P.R.I.D.E.

Personal Growth: A great place to develop a personal career in technology industry

Respect: Mutual respect, for the individual and each other

Integrity: Honest, fair and ethical: Shines through in all that you do

Diversity: Embracing cultures and talents from all 31 Comparex countries. A competitive differentiator

Excellence: We want to be the best in all we do. Period, full stop

Processes

Accountable & responsible to Sell the COMPAREX value offerings by aligning customer business priorities to COMPAREX offerings for maximizing the revenue in the assigned Region.

Results Measured & Metrics

The jobholder primary measurement of success will be based on customer satisfaction, meeting SLA requirements, meeting project deadlines, and continuing advancement of technical knowledge.

Financial Metrics

- Revenue generated

- Margin earned with Monthly, Quarterly and Yearly targets

Activity Metrics

- Business Planning with OEM's.

- Building a strong sales pipeline which is Min 4X of target allotted.

- Readiness on EA/EAP/ECI licensing, EA deal registration and SIP registration.

- Leveraging Microsoft for tech days for new customer acquisitions.

- Number of Meetings with the Original Equipment Manufacturer on the weekly basis.

- Percentage of business proposed to the customers.

Results Metrics

- Increase COMPAREX revenue &gross margin for the assigned territory.

- Increased software spent of customers.

- Increase Gross Margin percentage related to OEM partner & other product line on year on year basis.

Qualifications & Requirements

Education: B.tech, BE, IT Engineer, MBA

Experience: 3-8 Years relevant work experience

Industry Exposure: BFSI/Manufacturing/IT/ITES/Corporate

- Ability to work in a fast paced environment

- Excellent Customer Service Skills & excellent Communications Skills

- Well organized & Critical Thinking, Analytical with excellent problem-solving skill

- Knowledge of cloud computing

- Knowledge of Microsoft licensing policies preferred.

- Account Management & Business Planning and ability to meet aggressive deadlines.

- Ability to deal with pressure & Team work