Senior Strategic Account Manager - Cyber Security
Main purpose of the role
To develop accounts working with executive decision-makers to strategically position Performanta products to achieve sales and growth objectives. The role focuses on the headquarters and key buying locations of assigned accounts, while coordinating closely with sales professionals assigned to these customers’ strategic locations. This role will work cross-functionally to partner effectively with Inside Sales, Pre-Sales, Business Development and other key roles to effectively deliver Performanta product value propositions and address customer needs and opportunities.
The Account Manager will leverage existing relationships, while leading the customer account planning process and providing solutions to meet product and business-level needs of the customer.
The role will serve as the internal expert on assigned strategic accounts (top 5 accounts accounting for 80% of key account performance) and work cross-functionally to achieve Performanta business objectives. The Account Manager will spend considerable time to ensure a strong understanding of assigned accounts, their needs, challenges and opportunities, as well as the competitive landscape. The role will ensure that target accounts are thoroughly educated on our value proposition and aware of the key differentiating factors of our business and products.
Reports to VP Sales MEA
Required minimum education and work experience
· 5+ Years of sales and account management experience
(preference for Cyber Security)
· Bachelor's degree in relevant field or equivalent work experience
Internal contacts
· EXCO Members
· MANCO Members
· Functional heads
External contacts
· Customer contacts
Key performance areas
1. Strategic account management within the Cyber Security Sector
2. Relationship development and cross-functional partnering
3. Self-Management and building the organization
Technical knowledge / competencies
· Strong sales and technical know-how
· Knowledge of Sales processes
· Report writing
· Knowledge of the Cyber Security industry and market
· Experience in working with Microsoft Security tooling
· Experience in working with Microsoft as a partner.
Behavioural competencies
· Demonstrated negotiating capacity
· Demonstrated fluency in translating Performanta product outcomes and data into customer value
· Strong verbal and written communication skills
· Project management skills
· Proven ability to perform in highly competitive environments
· Demonstrated ability to multi-task with high priority varying projects
· Innate ability to problem solve and critically think through situations
· Commercial acumen
· Planning and organizing
· Networking and relationship building
The responsibilities contained in this document is not necessarily exhaustive and the employer is entitled to instruct the employee to carry out additional duties or responsibilities which may fall reasonably within the ambit of the position profile or in accordance with operational requirements.
Description of key performance areas
Strategic account management
- Influence executive decision-makers within top assigned Performanta customer accounts by developing and maintaining business relationships to ensure sales success for Performanta products.
- Lead Performanta effort to establish Performanta as partner of choice on internal processes and protocols of customer to ensure appropriate and sustained application of Performanta products based on the needs of our customers
- Maintain and build comprehensive understanding of key Performanta accounts, their business models and their business needs and align the cross-functional team members on the customers’ needs, account objectives and the resulting action plan. Lead insights on customer by
Conducting PEST Analysis
Mapping customer’s consumer journey
Conducting SWOT analysis
- Develop and implement customer level business plans
- Lead the implementation and management of internal key account management systems – conduct weekly briefings on account activity with cross functional team.
- Effectively communicate Performanta value proposition and present supporting information for the utilisation of Performanta products
- Support, and as required lead, an international, multifunctional team to develop a set of Performanta preferred terms for agreement
- Calculate and manage customer lifetime value (estimated net profit that business will provide over lifetime as a paying customer) in close collaboration with Business Development Managers. Apply customer lifetime value to inform decisions relating to customer account management and investments.
- Add value to service:
o Deliver consistent high level of service to top accounts
o Proactive in identifying and managing issues and challenges with accounts. Engage with appropriate resources for development of customer solutions and contracts.
· Number of opportunities uncovered as result of information gathered and in depth understanding of customer account.
- Growth of account (sales) vs last quarter/vs last year
· Accounts prioritised correctly according to potential for growth and set criteria. Commercial prioritisation based on 2 broad factors: account attractiveness (value to customer) relative strength (value to Performanta).
· Sales strategy and business plan aligned to the global Performanta strategy approved by line
· Gaps in plan timeously identified and addressed
· Strong win-win value proposition developed and evident in customer level business plans
· Internal key account management systems effectively managed through weekly briefing meetings with cross-functional team; cross-functional team feedback is favourable.
- Agreed activities planned and tracked
- spend vs. budget, in proportion to potential sales; variances verified
· Customer lifetime value used to inform decisions relating to customer account management and investments. Resources allocated accordingly.
· Feedback from customer on added value service delivered.
Relationship development and cross-functional partnering
- Build relationships with internal support functions in target accounts and facilitate relationship-building between customers and Performanta key functional areas
- Strengthen relationships with the Performanta functions to ensure the ready availability of expert support for evaluations, to appropriately achieve business objectives and meet customer needs.
- Work in collaboration with business customer to understand their collaboration and business needs. Manage the relationship with the potential customer in a timely and professional manner; ensuring that Performanta remains competitive in the acquisition discussions
· Collaborate with high-impact/advocacy, high-belief stakeholders
· Inform low-impact/advocacy, high-belief stakeholders
· Try to convince high-impact/advocacy, low-belief stakeholders
· Monitor low-impact/advocacy, low-belief stakeholders
- Partner with business analytics to conduct account market analysis, account strategy and prioritisation on Performanta top 5 accounts
- Align pull-through activities with the sales management team to maximize impact
- Monitor and maintain a high level of awareness and understanding of industry trends and the market; provide input to customer and internal teams
- Maintain and expand strong network of cyber security partners/ companies with regular interactions and discussions relating to trends and insights
- Manage internal stakeholders - Update all stakeholders as necessary on progress of deals, Keep all relevant information e.g. spreadsheets and databases up-to-date.
- Mentor and coach junior Account Managers in their delivery of account management outcomes and performance
Sustainable long-term relationships with customers established; 80% of time spent calling on customers; customer feedback on quality of service and support provided
Action plans, budgets and responsibilities in place for reaching targets for each top 5 account and achieving long-term goals
Sources of growth proactively identified and leveraged. Product portfolio growth percentage measured; Reported sales and market share figures vs. Targets
Differentiated messages given to customers according to defined customer needs
Reports on implementation issues and achievement of business plan objectives
Increase network of cyber security partners/ companies quarterly
Complete report and spreadsheets/ databases current and accurate - within 5 working days of account changes/movement.
Junior Account manager coaching outcome
Self-Management and building the organization
- Self-Motivation, Professional Development & Awareness
o Set goals for own personal development.
o Respond to self-analysis and feedback with actions to improve performance.
- Interpersonal Effectiveness - demonstrate professional and culturally appropriate behaviour when dealing with others.
- Recognise and modify communication approach when working with colleagues and customers, to build valuable relationships and high trust environment, conducive to growth
- Balance challenge and support appropriately to drive task completion.
- Building the Organisation/ Community
o Contribute to sharing of best practice - with particular focus on junior Account Managers
o Attend and contribute to on-site learning opportunities
- Conduct business in accordance with Purple Code as well as other appropriate company policy.
Demonstrated skill levels and leadership effectiveness
Implementation and active management of agreed personal developmental plan
Adapts communication style to strengthen connections; builds high trust environment conducive to growth.
Coaching and mentoring of Junior Account Managers
Performanta influence on industry best practice guidelines; Survey results of Performanta as industry leader
Job Types: Full-time, Permanent
Pay: R100 000,00 per month
Application Question(s):
- Do you have experience working with Microsoft as a Partner?
- Do you have experience working in sales within the Cyber Security Industry?
- Do you have experience in strategic account management within both the government and private sector?
- How many years experience do you have working with or for an MSSP?
Experience:
- Cyber Security Industry: 4 years (Required)
- Microsoft Security Tooling: 4 years (Required)
