Account Manager IT products

Summary
Purpose:

To help build the NetIQ UK sales team by driving maximum revenue and customer satisfaction from new and existing accounts by a combination of selling directly to the end customer.

Requirements
Key Responsibilities:

• To exceed revenue targets on an ongoing quarterly basis.
• To maintain a pipeline of potential sales deals that is equal to 3 x quota levels.
• To build NetIQ’s image and reputation in targeted enterprise accounts.
• To provide a forecast representing demand in the territory that is accurate and achieved.
• To provide a detailed account plan for each deal within the established format.
• To understand the strengths and weaknesses of NetIQ’s competitors and to use these to maximum advantage to sell the NetIQ solution and deliver real value to customers.
• Develop our installed customer base.
• To promote sales successes in conjunction with Marketing. This includes provision of sales “wins” reference sites, case studies and testimonials.
• To be a good team player, with experience of matrix management, and the maturity to understand how to work with and motivate individuals who make up the “virtual team”.
• Create best practice in business and contractual relationships within the targeted Accounts.
• To represent NetIQ in a professional manner at all times and to ensure that the company’s interests are uppermost in all dealings and transactions.
• Prospects and makes executive calls to build upon business potential.
• Gathers and builds upon account information to leverage sales, generate additional sales, and improve upon the business relationship.

Role Measurables

• Revenue performance against target.
• Pipeline development.
• Account Management


Skills and Experience

• Strong track record in system and security management software sales.
• Preferably 10 years overall sales experience.
• The ability to work credibly at all levels including board and operational levels.
• Proven new business sales experience with the ability to find/create/progress/close new business.
• Self-starter who is able to work with minimum supervision.
• Has existing leveragable knowledge and network of partners and accounts
• Proven communication skills at all levels, oral, written and presentation.
• Contract/commercial negotiation experience with complex, high value enterprise software solutions.
• Understanding of how to sell big deals in the complex, political environments of corporates.
• Experience of systems and security management software functionality
• Commercial understanding of the business impact and implications of systems and security management software and able to use this experience to maximise the opportunities within a sales situation.

Behavioural Competencies

• Proven professional presentation experience.
• Visionary
• Excellent relationship building skills
• Proven team player
• Ability to leverage resource and support
• Willingness to listen and learn from others
• Likes to be in the challenger position versus being a position protector
• Likes to build and grow a business versus caretaking

Agency/Employer: Attachmate
Town or City: Staines
Location: West London
Sector: Consulting,Electronics,IT
Related Job Titles: Sales Account Executive
Permanent/Contract: Permanent, Full time
Experience: 10 years
Date: 21-11-2007
Salary: 1 British Pound / Year

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