The IT Key Accounts Manager handles the sale of IT solutions, such as hardware, software, and services to new and existing customers in order to achieve revenue goals. The customers are usually technology/IT purchasers from SMB, Banking and Government organizations. The sales executive provides pre-and after-sales advice, maintains relationships, and acts as a liaison between the two parties.
A person with good business acumen and a broad understanding of technology is needed for the position. Besides being a good team player, the IT sales executive must have excellent written and verbal communication skills.
In an IT Key Accounts Manager role, they are expected to:
• Networking and prospecting techniques are used to identify and develop new businesses.
• Cold call to generate new business leads, arrange meetings with clients and create interest in company products and services.
• Create and deliver presentations to customers including high-level overviews of solution capabilities and/or demos.
• Provide relevant solutions to meet customers' business challenges and needs by understanding their business needs.
• Manage customer objections to convince prospective buyers that a product or service will meet their needs in terms of quality, price, and service delivery.
• Manage forecasting and reporting for better visibility for management.
• Achieve the sales target set by the management
• Promoting product upgrades, accompanying technologies, additional solutions, etc to existing customers, and upselling/cross-selling to them.
• Maintain strategic partnerships with customers
• Maintain strategic partnerships with technology vendors and distributors.
• Attend trade shows and events to support marketing activities.
• Keep abreast of a constantly changing technology landscape by keeping up-to-date with the latest trends in software, hardware and related solutions.
• Keep track of your daily and weekly tasks by organizing and prioritizing them.
• Identify and track purchase requests for specific projects to assist with the procurement process