Manager - Account Management

Overview

Job Purpose

Role is to act as the translation layer between an organization’s cyber security needs, business strategy and technology. In practice, this means that we work closely with our clients to assess their needs, chart their cyber security and digital transformation roadmaps, provide them with integrated solutions end-to-end and support them in managing their digital assets to make them resilient and create sustainable competitive advantage

Responsibilities

Job Responsibilities

Key Focus Areas

Key Activities

Business Development

• Identify new sales opportunities and target markets, and make initial customer contact
• Understand customer needs and formulate collaborative proposal with solutions, justifications and expected results
  
  

Sales Management

• Ensure that the content within any proposal or contract is technically and financially valid with proper margins, payment terms and delivery timeframes
• Review closed / lost sales, share “Lessons Learnt” and use to improve next deal
• Provide regular sales reports by analyzing and summarizing information on all account activity, including status and call reports and maintain customers’ records
  
  

Client Consulting

• Build and nurture positive working relationships with clients with the intention to exceed client expectations
• Ensure high post sales satisfaction that enables repeat business with customers
• Ensure customer is billed on time and payments received
  
  

Contract Management

• Manage Service Contract Renewals and ensure contracts due are analyzed for possible value added services
• Liaise with Transportation Market Solutions Center (MSC) team for market feedback and trends
  
  

AOR (Any Other Responsibilities)

• Any other responsibilities as required by the Line Manager
  
  

Qualifications

Job Specifications

Skills/Certifications (Technical & Non-Technical)

• Proven account management skills and experience in handling large government / corporate accounts
• Technical competence and understanding on security, software, hardware, networks, etc.
• Motivated, goal-oriented, and a skilled negotiator
• Ability to handle stressful situations, pressures and deadlines
• Proven ability to engage with and align senior executives, CISO etc.
• Ability to work effectively with a wide range of individuals including stakeholders from internal audit, compliance and business units
  
  

Minimum Work Experience

• 10+ years relevant experience
• Minimum 5 years of Sales experience with leading IT System Integrators in the region in the cyber security sector
  
  

Education

Bachelors in any field