Channel Account Manager

The role involves building customer & partner relationships, identifying revenue opportunities, defining a business plan, negotiating and selling software services and maintenance, ensuring high client satisfaction rating and no account exposures. An ability to create customer and partner visions and manage several large complex deals simultaneously is an essential requirement.

This role requires a high degree of flexibility, including significant travel and potentially unsociable working hours.

1. Development of: New business sales revenue, Production and management of campaign plans, Liaising with Internal Sales, Customer & Partner relationship management and Cold calling new business prospects and partners across the account managers target territories.
2. Management and maximization of existing business sales revenue across the account managers target accounts/partners, in conjunction with the development of account/partner strategies to support this.
3. Accurate forecasting and reporting of all sales revenue across the account managers target sector on a weekly, monthly and quarterly basis.
4. Timely management and filing of any supporting documentation, proposals, NDA’s, visit forms, qualification sheets and contracts. Use of Salesforce.com to document all contact with clients and prospects and also to diary follow ups and meetings.
5. Timely management of expenses, to stay within the designated budget, and claim on a monthly basis.A monthly report on prior month activities and a detailed report on the market as you found it in that month.
6. Accurate and timely qualification of all sales opportunities to satisfactory and documented company standards.
7. Target sector knowledge of initiatives, legislation and competitive products and solutions.
8. Production and delivery of company and product demonstrations to new name and existing accounts/partners across the target territory to satisfactory and documented company standards.
9. Product presentation roadmap1 to be passed within 60 days from joining Casewise. Product presentation roadmap2 to be passed within 6 months from joining Casewise. To attend and contribute to all marketing events, trade shows and relevant conferences as required.

• Prospecting and sales calls.
• Align sales efforts with targeted geographical markets.
• Demonstrating software for potential customers/partnersSetup and execute webinars.
• Arranging and exhibiting at tradeshows in territoryProposal preparation, following up and closing.
• Cross-sell and educate customers/partners on our wide choice of solutions.
• Develop and maintain competitive knowledge and how to differentiate Casewise‘s products.
• Excellent written and verbal communication skills.
• Manage the sales cycle from lead to close with support from pre-sales support.
• Develop new business opportunities and prospects/partners.
• Directly contact prospects/partners and introduce products and services based on identified client/partner needs.
• Coordinate internal resources (product team and operations) to support the sale.
• Make use of salesforce.com to record all sales and account activity.
• Motivated and driven to surpass challenging sales targets.
• Outstanding record of academic performance.
• Strong presentation and communication skills.
• Charismatic intellectual presence for executive-level audience.

• Sales education
• Prospecting training
• Negotiation training
• Software Solution training

• Successful Software sales skills
• Minimum experience of 10 years
• BPA, EA and BPM software product knowledge
• ITIL & Regulatory Compliancy knowledge
• Experience selling or implementing enterprise wide complex solutions
• Excellent interpersonal, team and communication skills
• Experience in either Commercial or Public Sector accounts.