Job purpose To manage and build customer relationships, identify opportunities, and achieve revenue and margin objectives. Responsibilities Responsible and accountable for business at one or more assigned accounts, or in an assigned territory Orchestrates all activity in the account, and is ultimately responsible for customer satisfaction Responsible for achieving assigned financial (revenue, margin and GSS) targets and account development objectives. Creates account plans demonstrating a strong understanding of the customer's business issues, and relating them to business initiatives, corresponding IT initiatives and solutions which address those needs Develops a contact network within the account(s) to enable business to be sold effectively Ensures the understanding of account initiatives are well understood and that is aware of all future business opportunities Works with colleagues to build the business case for solutions Ensures smooth operation of the sales process, involving appropriate project management and practice skills in the generation of accurate project definitions and solution definitions (which must be part of all sales unless specifically agreed otherwise) Ensures all business and technical risks are effectively managed to ensure customer satisfaction is never compromised Maintains contact with the customer throughout the delivery cycle and ensures that any developing issues are addressed Develops successful sales campaigns that maximize advantages and win rate Negotiates successful "win/win" agreements with the customer, maintaining acceptable margin Establishes personal and business-based relationships with customers to identify their business needs and opportunities Works closely with Solution Business Managers and Practice Principals to develop and execute a solution strategy to meet customer business needs In larger organizations he or she may act as team leader for a group of Enterprise sales professionals. Qualifications Profile Education to degree level or equivalent A minimum of five years in the IT industry with a strong understanding of the IT solutions Proven sales track record A leader and a team player Competencies · Ability to question and listen effectively · A strong communicator · Strong analytical and business skills · An understanding of the industry in which he or she is working. · An ability to relate business issues to IT initiatives · A broad technical understanding of IT and data storage products and services.