JOB PROFILE:
Job Title: Account Manager - Networking and Cyber Security
Division: Durban
Location & Address: La Lucia Ridge, Durban
Reports to: Regional Executive
Direct Subordinates: Internal Account Manager
Total Staff in Function: 2
WORKING RELATIONSHIPS:
Internal:
- Procurement
- Sales Operations
- Brand Operations
- Account Managers
- Systems Engineers / Presales
- Marketing
- Logistics
- Regional Managers
External:
- Vendor
- Resellers
- End Users
- Vendor Alliance Partners
JOB SUMMARY:
Main Purpose of Position:
- To manage, maintain and grow First Distribution’s Networking product sales within the assigned reseller base.
- Perform administrative responsibilities within assigned accounts and brands.
Key Performance Areas:
KPA
PERFORMANCE STANDARDS
Manage the Sales and align with all Brand objectives for Network and Cyber Security Portfolio to partner base.
- Driving revenue targets through targeted set of Small, Medium and large Resellers.
- Driving Relevant Networking and Cyber Security brand Strategy and portfolio within existing resellers but not limited to the business development of New Resellers.
- Display key competencies of knowledge re relevant brand programs and relevant portfolio of products including relevant brand certifications.
- Weekly Business Review Session with Relevant brand managers.
- Weekly Business Review with Line Manager – Sales Manager
- Drive targeted partner development planning
- Drive All Networking and Cyber Security Sales Strategy and overview sessions with Business Partners with the support of the Brand Managers.
- Existing and New (Networking and Cyber Security) partner recruitment and Development
- On-boarding process re Operational processes within focus list with relevant brand managers.
- Build and manage effective relationships with relevant team members
- Ensure the satisfactory execution of the aligned business plan in conjunction with your sales Manager and relevant Brand Manager
- Demonstrate sales growth.
- Manage Demo Accounts – ensure that the reseller’s expectation is managed in terms of Demo Due back dates.
- Report opportunity details to Line Manager (Sales Manager) and brand manager on a regular basis (weekly) showing deal progression and pipeline creation using Customer Relationship Management system
- Ensure that sales targets are achieved and report any deviations with detailed explanations.
- Ensure targeted profit margins are achieved
- Ensure rebate targets are achieved as set out in accordance with sales budgets
- Ensure weekly activities and minutes of meetings are reported to Regional Sales Manager.
- Ensure productivity reports and sales forecasts are submitted to Sales Manager.
- Stay current with industry trends
- Identify and onboard potential new partners
Marketing
- Engage with Resellers and Brand Managers on required Marketing events / initiatives, discuss plans and ensure Brand and Sales Manager Sign off.
- Help drive the expectations and deliverables manage partner marketing plan with Brand Manager
- Engage with brand in Quarterly and Annual Marketing Planning sessions with Relevant brand and (non-Relevant brand Targeted Partners Partner Enablement (Target, Certifications, growth)
- Communicate and pique interest of quarterly/ weekly Promo and Programs and events
- Brand Manager is to - Develop an Account Plan that documents the key sales & marketing strategies and performance and success within the focus list, Senior account manager is to keep partner updated consistently to ensure ROI of Marketing investments.
People Management
- Attend training provided by Networking and Cyber Security Brands to become totally self-sufficient in the sales of Relevant Brands.
- Sales Certifications are to be up to date
Administration
- Load CRM
- Request and evaluation quotes for submission
- Follow up on quotes
- Follow up on operations responses
- Manage SLA with brand operations
- Managing the deal from start to finish
COMPETENCIES:
Knowledge – You must know:
Skills – You must be able to perform:
Attributes – You must in a way that will drive successful performance which is supported by the Company’s values.
- Knowledge of relevant brand products and process.
- Knowledge of vendor structure to have the correct point of contact.
- Knowledge of information management industry in South Africa.
- Knowledge of IT Industry.
- Excel Intermediate
- Demonstrated accuracy and attention to detail with numbers
- Demonstrated confidentiality.
- Ability to deliver on service level agreements.
- Demonstrated ability towards business intelligence.
- Emotional Intelligence.
- Adhere to all policies and procedures that are implemented by the Company.
- Attitude – always demonstrate your best in your role and ensure professional attitude with internal and external customers.
- Respect - demonstrate respect with actions and words to internal and external customers.
- Accountability – accountable for the consequences of your action, both positive and negative.
- Integrity – consistently honest and truthful in dealings with peers, customers, and vendors.
- Teamwork– strive to work productively in co-operation with one another, fostering a healthy atmosphere with mutual support, thus allowing everyone to achieve their own work-related goals.
- Enjoyment – be creative and enrich the working atmosphere.
Internal training associated with competencies:
- Attend all internal and vendor-based training.
Minimum Qualification :
- 2-3 Years in a similar sales or account management role
Minimum Experience:
- Cyber Security Sales Experience, emphasis on FortiGate Brand
Nice-to-have Skills:
Additional Skills:
- Strong Self Motivational and Empowerment skills.
- Strong Communication Skills.
- Strong Relationship and Self-Management Skills.
- Takes Initiative.
- Works well with all kinds of people.
- Remains calm under pressure.
Physical Requirements:
Office Requirements:
- Work-from-office environment.
- Semi-formal dress code.
- Working hours are from 08:00 – 17:00.
- Excellent international business language skills (English), both written and verbal.
- Reliable transport to and from the office.
Note:
- The remuneration package will be discussed during the interviewing process.
- Follow through with a 3-month probation review which will be scheduled by Human Resources monthly.
- You will be required to perform such duties as reasonably required by the business. Your job description may be amended from time to time if it is valid and reasonable.
- You will serve the Company or any Associated Entity in such capacity as management may reasonably require.
- Duties must be performed` faithfully, diligently and to the best of your abilities. You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.
- You may be required within reason, to work outside of set duties and/or perform in more than one role.
Job Types: Permanent, Full-time
Ability to commute/relocate:
- Durban, KwaZulu-Natal: Reliably commute or planning to relocate before starting work (Required)
Education:
Experience:
- IT Account Management: 3 years (Required)
- Cybersecurity Product: 3 years (Required)
- Networking Product: 3 years (Required)