Major Account Manager Vacancy

ROLE: Major Account Manager
LOCATION: Pangbourne, West Reading
SALARY: Competitive + Uncapped Commission

About the Company

Founded in 2006 and now with offices in the UK and Malaysia, HANDD Business Solutions is a VAR embracing the strap line ‘Securing the Journey of your Data’. Operating in a niche sector of the I.T Security market, HANDD exists to deliver data security and managed file transfer solutions to a global client base including some of the biggest brands and companies in the world, deploying products and solutions from globally leading data security manufacturers.

HANDD Business Solutions offers customers a portfolio of managed file transfer, DLP and data classification solutions, SSH, encryption and cloud based security solutions enhanced by a range of ‘over the top’ solutions and professional services including hosting, consultancy, training, and support.

Job description

The Major Account Manager role is to manage, develop and grow gross margin streams within the assigned customer accounts, whilst delivering exceptional levels of customer satisfaction. Maintaining a detailed knowledge of the client, the jobholder will act as a customer advocate and ensure contractual compliance, service excellence and conformance with a stringent service regime. As the role requires building a close relationship with the customer, there is an expectation to spend time onsite at the customer’s premises, as directed by management.

Responsibilities

Account growth and customer relationships:

  • Drive the promotion and sale of additional services to the client and where necessary the client’s own end customers
  • Achieve agreed sales plan/targets within HANDD’s overall strategic business objectives
  • Make regular contact with customers to discuss existing and new opportunities
  • Regularly meet and build beneficial relationships across multiple client interfaces
  • Undertake service reviews and demonstrate meeting contract Service Level Agreements (SLAs) etc. to customers at every reasonable opportunity
  • Support and motivate internal teams to deliver
  • Liaise with other departments when required to manage ad hoc projects and deals through to completion

Customer knowledge and understanding

  • Ensure the customer’s future business needs and requirements are understood (both short and long-term)
  • Maintain and demonstrate a good knowledge and awareness of changes and developments in the customer’s industry

Account Development

  • Create, shape and implement strategic account development plans with the objective of growing HANDD’s revenue streams with the addition of incremental services
  • Implement plans, proposals and suitable reports well in advance of any renewal dates or other milestones within the customer contract

Desired Skills and Experience

  • Bachelor’s Degree / equivalent, or significant additional experience in similar role
  • Significant experience in the management of relevant enterprise accounts with substantial annual revenues
  • Significant experience of selling complex solutions
  • Demonstrable capacity to multi-level sell up to director level within client organisations
  • Understanding of Managed File Transfer and hosting technology areas, DLP, Encryption protocols and a good demonstration of an ability to grasp a new and complex product set
  • Demonstrable experience of consistently meeting and exceeding sales targets
  • Exceptional interpersonal skills, able to build and maintain strong relationships with senior client representatives and to engage at all levels internally and externally by adapting personal style
  • Exceptional written, verbal and presentation skills
  • Able to grasp, understand and summarise detail and business benefits in relation to services provided, opportunity analysis, contractual construct and account drivers
  • Self-motivated, able to prioritise competing commitments, and demonstrate excellent time management
  • Present a highly professional and credible personal image at all times
  • Demonstrate high standards of numeracy and be able to easily articulate the fundamentals of deal structure and profitability
  • Document critical sales activities and conversations in a professional timely manner to customers and ensure update of Company’s CRM solution (Salesforce.com)

To Apply

In the first instance please send your CV and salary expectations to careers@handd.co.uk.

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