Senior Account Manager

Job Description

OverviewIDC is the premier global provider of market intelligence, advisory services, and events for the information technology, telecommunications, and consumer technology markets. IDC helps IT professionals, business executives, and the investment community make fact-based decisions on technology purchases and business strategy. More than 1,100 IDC analysts provide global, regional, and local expertise on technology and industry opportunities and trends in over 110 countries worldwide. For 50 years IDC has provided strategic insights to help our clients achieve their key business objectives. IDCs Insights businesses provide industry-focused advice for IT buyers in the Financial, Government, Health, Retail, Manufacturing and Energy verticals. IDC is a subsidiary of IDG, the worlds leading technology media, research, and events company. You can learn more about IDC by visiting www.idc.com.The main objectives of the Senior Account Manager role is to further develop IDCs existing relationships with some of the most important accounts in the given territory as well as developing new business. The Senior Account Manager will work closely with local and international IDC team member to bring the full range of our product and service offerings to our customers such as Research, Consulting, Conferences, Data & Analysis etc.ResponsibilitiesRepresentative Activities

• Develop relationships within existing accounts as well as growing new customers.
• Grow the territory through pro-active prospecting.
• Build higher level customer relationships to broaden the adoption of our products and services.
• Generate new business by all possible means of communications (phone, customer visits emails, and/or events).
• Develop and manage a funnel of activities. And reporting of such activities via the corporate CRM.
• Generates and maintain a credible forecast for accounts and/or territories and provide this information on regular basis to management.

• Sales bookings achievement in line with monthly, quarterly and annual sales targets
• Responsible for achieving all personal monthly, quarterly and annual sales targets by means of generating and closing new sales and renewal of existing accounts.

• Establishing a sales pipeline that will enable sales targets of existing and new accounts to be met each month.
• Establishing an account plan that establishes a high call rate of client contract that achieves a strong pipeline
• Current and accurate sales database updating
• Develop pre-proposals, proposals based on client requirements

• Solution based sales with IDC clients
• Responsible for ensuring that the customers needs are understood within IDC through the development of working relationships with clients and prospects
• Expansion of contacts in existing IDC client organizations

• Minimum 10 years external experience with proven consultative sales background in high technology (services, software or hardware), with evidence of prior success in Sales.
• Ability to prospect and manage C-level and senior level relationships within medium and large organizations
• Strong demonstration of intellect, drive, executive presence, and sales acumen
• Proven experience building excellent client relationships, offering value added, insightful and strategic insight into their business.
• Strong computer proficiency.
• Excellent written and oral/presentation skills.
• Ability to develop and conduct effective presentations with contract decision makers (c-level)
• Ability to develop compelling proposals that adhere to client need; mapped to IDC capabilities
• Knowledge of the full life cycle of the sales process from prospecting to close
• Language requirements as determined by territory needs
• Bachelors degree, with strong evidence of success in school
• Excellent Communication Skills
• Relationship Building capabilities
• Engaging with C Level Executives at client organization
• Presentable
• Self-Motivated and Ability to work in a Team.

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