PURPOSE OF THE ROLE
The primary role of this position is to develop business opportunities/ hunt for new Teraco clients, selling with and through Teraco Partners, with a focus on Public Sector.
MAIN FUNCTIONS OF THE JOB
Sales
- Closing deals and achieving sales targets
- Developing a target plan, 30/60/90 and following through on execution
- Manage the sales cycle of technical, consultative solution sales
- Understanding what the customer is looking to solve
- Networking within the industry
- Identifying new markets and business opportunities/threats/competitor activities and communicate back into the Teraco business
- Pipeline management and reporting
- Review of client’s business to understand what they do, how they do it and how they benefit from the Teraco Eco-Systems
- Building relationships throughout client business levels to maximise depth of awareness of Teraco and create strategic relationships
- Upsell Teraco products (e.g. interconnects, cabinets etc) and Value Added services (e.g. client portal etc) into clients
- Conduct regular interactions with clients
- Renegotiating contracts when required
- Communicate clients offering to Teraco sales team
- Ensure that client perception of Teraco service and offering is of the highest standard and communicating client issues/complaints into the formal Teraco channels
- Resolving Account related enquiries and communicating with Internal departments to resolve issues.
- Operating as the lead point of contact for all matters specific to client accounts
- Develop trusted advisor relationships with key accounts, customer stakeholders and sponsors
- Collaborate with sales team to identify and grow opportunities
- Ensure the timely and successful delivery of our solutions according to customer needs
- Liaison between the customer and internal teams
Churn prevention
- Responding to possible churn timeously and taking action to prevent churn
Administration
- Maintaining CRM with up-to-date client contacts and activity details.
- Negotiating any additional terms in the supply of services
Reporting and communication
- Building relationships throughout business levels to maximise depth of awareness of Teraco and create strategic relationships
- Personal Performance review report
SKILLS REQUIREMENT
- Ability to close deals
- Active listening – ability to understand requirements
- Experience in the segment of Cloud, Networks and the services layer
- Proactive problem solver
- Ability to build effective client relationships through a structured and personable approach
- Ability to identify and understand prospective customers colocation needs
- Excellent written and verbal communication skills.
- Ability to communicate at all levels of the business; strong collaboration skills
- Excellent problem solving and organisational skills.
- Strong Negotiation Skills
- Meticulous and analytical, disciplined with strong business acumen and cadence
- Ability to work well both independently and as part of a team
- Ability to prioritise among competing tasks
- Demonstrable ability to communicate, present and influence key stakeholders at all levels of the organisation
QUALIFICATIONS AND EXPERIENCE
- Matric Qualifications and degree/ diploma(s)
- At least 10 years Account Management experience within the ICT sector
- Proven track record in closing large accounts
- Sales Executive with experience in the ICT sector dealing with partners and Public Sector
- Good understanding of general cloud concepts and application
- Advanced Microsoft Office skills
- Experience and understanding of RFP process responses
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