Telecommunications Account Manager – Melbourne

ICT - Account Manager  Position - Melbourne

Established in the early nineties, my client works exclusively with the corporate and government markets. They provide a range of voice, data, mobile, mobile data and hosting solutions to over a million users in more than 3000 companies.
Strategically manage a portfolio of business accounts to maximise customer retention, minimise revenue and margin degradation and deliver ongoing overall portfolio growth to budget


1) Account Management
• Achieve quarterly budgeted portfolio growth target (organic and sales of new lines of business) within existing accounts.
• Retain accounts by active management during contract term and re-signing on contract expiry to protect existing business with my Client
• Minimise revenue and GP degradation within portfolio
• Identify and close Organic and Non-Organic sales opportunities (focus on new data/hosting networks)
• Develop and enhance commercial judgement and sales skills to support strategic pro-active management of business portfolio
• Act as an escalation point with all customer accounts.
2) X-sell Team
• Maintain and improve alignment to Business Development Managers (X-sales) to understand and plan territory management – support x-selling of new lines of business into the customer base
• Ensure clear communication channels are maintained
3) Customers
• Achieve multi-level customer contacts (including engagement of executive) as part of solution sale
• Develop culture of personal accountable service and ensure all customers are reference accounts of my Client
• Focus on strategic engagement and management of accounts with active review to Customer Account Plan
4) Internal Support Teams
• Develop strategic positioning (as key account escalation point) and manage transition of day to day delivery & service support to Operational Teams
• Lead cross team engagement with Operational Teams within my Client (& its suppliers) to ensure customer focus and delivery of personal accountable service
• Ensure Client Services Managers (where aligned to a customer account) are the prime service delivery contact in the account
5) Business Management Tasks
• Adhere to company requirements for Forecasting Accuracy, Funnel Management and CRM tool management (including all sign-offs pre deal closure)
• Comply with all disciplines (including Sales Impact methodologies), administrative and other Company requirements
• Develop learning and business skills from sales activities & other client interaction
• Regular reporting to business of performance
Support National Account Manager and assist in the early identification and quantification of significant business issues impacting the growth of the existing account base


Your Background:

• Proven excellence in account management of complex data/hosting networks
• Highly developed work ethic and integrity
• Excellent Presentation Skills – strong verbal & written questioning & persuasion skills
• IT&T experience with superior understanding of Data, Hosting, Mobility and Voice technology, solutions and competition
• Proven ability in building business cases around complex solutions for executive level managers e.g. CFO, CIO, CEO
• Professional consultative approach. Sales methodology experience and understanding
• Ability to manage competing priorities & multiple tasks at the same time
Strategic account management experience

express interest in this position