Principal Account Development Manager | Remote | Telco | IoT

The company

Our client is one of Europe’s Leading M2M & IoT Providers. SIM Connectivity In 190 Countries. Active In 190 Countries. Over 6m Devices Connected. They work across all market segments, delivering complete M2M/IoT managed services for mobile and satellite wireless networks plus fixed line solutions. They are now seeking a highly driven and energetic Principal Account Development Manager to join their lively team.  They are looking for an enthusiastic and passionate individual who can put their stamp on things.

The Individual

We are looking for a passionate, enthusiastic, and professional salesperson to join Strategic Account Development who is truly excited by the future of technology. They are a great team so it’s important that you fit into this type of dynamic and help contribute to the continued success of the company.

 Key relationships

You will work within the Sales function to build strong relationships with some of their Top 50 existing customer accounts to achieve a thorough understanding of their current and future requirements. This will lead to the expansion of the customer base through increased revenue via cross selling of the wider portfolio of IOT products and services. You will work closely with, and gain a good understanding of, the Business Development team, Inside Sales team and service teams.

The role

As a Principal Account Development Manager, you are expected to display almost complete autonomy and have an extensive understanding of the IoT market, the different verticals, and appropriate solutions that they offer. As an industry expert, it is important to be seen as the ‘thought leader’, share your knowledge and provide mentorship to other members of the team.

You will be working very closely with their existing customers to help manage and grow each of your accounts to achieve a set of realistic quarterly targets. You will be a salesperson, account manager and a trusted adviser rolled into one. This position will allow you to continue growing your skills in the world of sales with regular training, whilst being encouraged to develop a career path with our Learning & Development team.

In line with their fast paced fast-paced growth, we require a confident and high performing individual who is willing to continuously expand their industry knowledge and fully commit themselves to the world of IoT. We understand that this may be daunting, however with a structured induction plan and a wealth of knowledge surrounding you, we can assure you that you will be in safe hands. Experience within the world of IoT/M2M/Major Network Operators and negotiating contracts in a Business-to-Business (B2B) environment is compulsory.

Responsibilities include:

• Hosting meetings with your clients to develop comprehensive high-level account overviews outlining key shareholders, strategic objectives, and accurate forecasts
• Effectively apply product portfolio and industry knowledge to advise your customer on the most suitable solution
• Articulating long-term IoT strategies and ecosystems based on industry knowledge
• Reviewing and analysing current accounts to determine areas for growth
• Demonstrating a clear understanding of all levels of the Value Chain
• Assisting with tenders and negotiating billing/contractual queries effectively to ensure customer satisfaction levels are maintained at the highest standards and to the customers’ expected level of service
• Support in development of go-to-market strategies
• Conducting quarterly business reviews with key accounts face-to-face or Microsoft Teams, as appropriate
• Consistently demonstrate a high level of competency in customer retention and contract negotiation
• Continuously demonstrating a desire to improve your level of understanding of the business
• Leading multi-functional teams at project level to ensure solutions are delivered as per customer expectation
• Effectively communicate between departments to meet customer requirements and manage their expectations
• Ensure Salesforce is regularly updated with all account engagements and changes
• Working towards achieving your quarterly goals and objectives

Skills & Behaviours required:

• Minimum of 5 – 7 years’ experience in a similar industry using a consultative sales process
• Minimum of 5- 7 years’ demonstrable experience of solutions-based selling
• Experience working with Sales, Procurement, HR, and Finance contacts at Director and C-level
• Natural ability to build rapport to achieve engagement from a wide variety of people
• Commercial acuity for building business cases and discussing complex solutions/topics with high-level decision makers
• Excellent objection handling, negotiation and closing skills
• Fantastic written, face to face and phone communication skills to influence decision-makers at varying levels
• An ability to deliver effective and engaging presentations to clients
• Works effectively & collaboratively in a team |Effective time management
• Highly motivated |Clear Communication |Resilience

Why work with them?

• The opportunity to work for an entrepreneurial company
• Full training, ongoing support, and the tools you need to grow and develop in your role
• They are a company with a heart and who genuinely values and respects its employees
• An amazing opportunity to be an active part of a cohesive team of sales professionals responsible for expanding the business throughout the U.K. and Globally.