Senior Account Manager

Position summary

The Senior Account Manager (SAM) will be a part of a high performer team, with dedicated and motivated colleagues, and will be responsible for the growth of specific customers in Denmark. The customers will be a combination of existing and new customers, with of slightly weight on Finance customers with the overall goal to maximise opportunities and grow revenue.

The dialogue with the customers is business oriented based on values, pains, rationalization, ROI combined with an introduction to BMC’s’s solutions/tools and to BMC’s BSM model (Business Service Management). The communication will from the beginning be at C-level, following a specific sales model, which ensures a very accurate forecast/pipeline control, with very high sales hitrates for BMC.

To be successful, you must be able to engage with internal and external BMC resources to quickly access customer needs and be able to present appropriate BMC solutions to them. In this role, you must possess strong commercial-, communications- and problem solving skills, as well as the ability and desire to work in a team oriented environment.

Your success as a SAM, will have a significant impact on BMC’s ability to expand its presence in Demark and demonstrate significant revenues.

Main activities

Responsible for enterprise customers and an individual sales budget. Report to BMC the most accurate sales forecast.
Weekly pipeline generation activities. The SAM will be measured on customer activities each week, to secure sales progress. The content of the meetings depends on which stage the customers are in.
Assisting customers to determine their existing and future IT needs and proposing suitable products and services.
Build strategic relationships and create business alliances with existing customers and prospects.
Follow up all appropriate sales leads and enquiries arising; determining customer requirements.
Attend/arrange seminars, workshops, exhibitions and events.
Collaborate internally with presales in the sales process, with POC’s, analyzes and workshops as tools to close the sale.
Making business plans for Denmark, together with the Management.
Negotiating price and volume discounts within well-defined schedules and guidelines.
Monitoring and reporting competitors’ sales activities in the territory.

Salary

Very attractive salary, bonus/provision, pension and car allowance or company car.

Knowledge and experience required

Barchelor’s degree or equivalent experience.
5-10 years in IT-solution sales to enterprise customers, software sales preferred.
Can demonstrate very good sales results, proven overachievements is a must.
Exceptional presenation and communication skills.
Ability to negotiate complex sales at all levels.
Ability to establish ROI and justification / business case for products.

Language

Fluent in Danish or Swedish and English verbally and in writing.