Sales & Account Manager

Overview

The Sales and Account Manager owns the commercial relationship for a defined portfolio of customers and drives new revenue growth. This role is responsible for;

1. Retaining and expanding existing accounts, 2. Identifying and closing new opportunities, 3. Build relationships with customers and gain insights in strategic direction, existing problems and act as trusted soundboard, 4. Leading the sales process end-to-end and partnering internally to ensure successful delivery and long-term customer value, 5. Manage a sales pipeline target and record and administer the opportunities in the SAP Opportunity Applications and Westrocon ERP.

Requirements

• Relevant Tertiary Qualification (Business, Sales/Marketing, Finance, IT, or similar) Masters or advanced degrees preferred.
• Proven experience in Account Management and B2B Sales (typically 5+ years, adjust as needed).
• Demonstrated track record of meeting/exceeding revenue targets and managing renewals/expansions.
• Strong negotiation experience with contracts, pricing, and commercial terms.
• Detailed orientated and self-starter
• Experience selling solutions/services with multi-stakeholder decision-making and longer sales cycles.
• Experience and knowledge of the SAP Product Portfolio or software and subscription sales in general is required.

Preferred (Industry Specific):

• Experience in IT services, SAP preferred, consulting, SaaS, enterprise software, or a comparable solutions environment.
  

Responsibilities

1. Account Ownership & Relationship Management

• Own the commercial relationship for a portfolio of accounts, including account plans, stakeholder alignment, and engagement cadence.
• Build relationships with key decision-makers and stakeholders (including C-level) and maintain a clear view of business priorities, risks, and opportunities.
• Facilitate quarterly/biannual business reviews (QBRs), success planning, and strategic roadmap discussions.
• Manage renewals, pricing discussions, contract negotiations, and commercial governance.
• Proactively identify account health risks (service, delivery, product, billing) and drive resolution with internal teams.

2. Sales Leadership & Revenue Growth

• Lead the full sales cycle: Discovery, Qualification, Solution Shaping, Proposal Development, and close.
• Develop and execute account growth strategies (upsell/cross-sell/new business), aligned to customer needs and strategic targets.
• Identify opportunities within new and existing clients' customers and coordinate prospecting across all business functions, subsidiaries, or geographies.
• Create compelling value propositions and business cases; quantify ROI and total cost of ownership where relevant.
• Maintain strong competitive awareness and position solutions effectively.

3. Pipeline, Forecasting & Reporting

• Build and manage a healthy pipeline with clear stages, next steps, close dates, and success probabilities.
• Own accurate forecasting (weekly/monthly/quarterly), including pipeline coverage and deal risk assessment.
• Track performance against targets (revenue, margin, retention, pipeline generation) and report insights and corrective actions.
• Ensure sales pipeline hygiene and compliance (activities, notes, contacts, opportunities, proposals, contract details).

4. Cross-Functional Commercial Orchestration

• Coordinate internal stakeholders (delivery, customer success, finance, legal, operations, product/technical teams) to align on scope, pricing, resourcing, and timelines.
• Ensure smooth handover from sales to delivery and maintain accountability for customer outcomes.
• Collaborate with marketing on account-based campaigns, events, case studies, and reference management.
• Influence product/service improvements by feeding back customer insights, objections, and market signals.

5. Customer Value, Retention & Contract Management

• Drive customer adoption, ensuring solutions deliver measurable value.
• Monitor service performance and customer satisfaction; manage escalations with urgency and professionalism.
• Manage contractual obligations, SLAs, change requests, and commercial amendments.
• Improve gross margin and account profitability through scope discipline, pricing integrity, and proactive renewal planning.

6. Team/Leadership Contributions (Depending on Structure)

• Provide mentorship, deal support, and best-practice guidance to other sales/account team members.
• Contribute to sales playbooks, pricing guidance, proposal templates, and enablement materials.
• Support territory planning, lead routing, and prioritization decisions.

Attributes

Core Attributes:

• Strategic account planning and relationship building
• Consultative selling and discovery (needs analysis, solution fit)
• Commercial acumen (margin, pricing, TCO/ROI)
• Negotiation and objection handling
• Pipeline management and forecasting discipline
• Stakeholder management and cross-functional leadership
• Executive communication and presentation skills
• Attention to detail and compliance to internal processes and procedures
• Self-starter, and motivated to gain sales
• Problem-solving, resilience, and urgency in execution

Behavioural Attributes:

• Customer-first mindset with strong ethics and integrity
• Ownership mentality: accountable for outcomes, not just activities
• Data-driven decision-making and attention to detail
• Collaborative and able to influence without authority
• Comfortable with ambiguity and changing priorities