Sales Account Manager

The role is for Energy, Utilities and Manufacturing industry within Cross Industries Solutions LoB.

Accountable for the execution of the financial plan of assigned accounts
Accountable for securing new TCV and respective revenue to achieve the Companys financial targets
Understands Luxoft offering & services, unique selling points, locations strategy, and economics
Works on the sales strategy, and GTM for the assigned portfolio
Works with Market Strategy team on marketing campaigns
Focus on business growth, new logos, and whitespace within existing customers. Approaches clients from the target Clients list leveraging existing relationships or aiming to build relationships with c-level executives
Promotes CIS/Luxoft offerings
Coordinates and writes proposals
Performs negotiation of T&C with customers, involving Legal and Delivery counterparts as needed
Processes booking according to optimized revenue recognition rules
Coordinates with Delivery/Recruiting timely staffing and execution
Monitors customer satisfaction while handling objections and escalations

Responsibilities

1. Strategy for all the existing and target accounts within the portfolio

Defining and implementing an account strategic and tactical plan

Maintaining ongoing business

Identifying and creating new areas of growth

Growing the account in all KPIs (revenue, CM, TCV)

Increasing the customer value
2. Client Focus

Identifying potential new clients within the Industry, conducting market research, attending industry events, and leveraging personal networks.

Building and maintaining strong relationships with clients in order to generate and repeat business, conducting regular check-ins, responding to client concerns, and providing excellent customer service.

Understanding the clients needs and developing the clients strategy plan, conducting needs/budgets/stakeholders assessments.

Responding to RFI/RFPs, developing proposals, and presenting CIS offerings to the clients

Negotiate contracts with clients in order to close deals: discussing pricing, terms, and conditions, and service level agreements, following Luxoft interest in compliance with policies.
3. Business Result

Accountable for the financial result of the portfolio of accounts (Revenue, CM), and TCV targets achievement, fulfillment of new business targets

Responsible for annual budget planning and monthly financial forecasting (Delivery Portfolio Leaders and Account Delivery Managers)

Responsible for weekly sales forecasting

Creates and executes sales plans, identifies new business opportunities, and follows up with leads.

Responsible for healthy pipeline and data accuracy.
3. Collaboration & Support

Collaborate with all relevant stakeholders: Delivery organization,
Solutions organization, Market Strategy, Sales and Business Operations,
Synergy Management and corporate functions inside Luxoft as well as with relevant stakeholders within DXC.

Accountable for being compliant with CIS/Luxoft policies and requirements

Maintains and develops good network inside the market and the corporation, leveraging Luxoft business

Performance Metriscs

TCV/Rev/AOP (based on a matrix above)

Quality & health of the pipeline for the assigned portfolio, x3 targets coverage

Forecasting accuracy (sales)

Skills

Must have

Negotiations
Multitasking

Nice to have

tba

Languages

English: C1 Advanced

Seniority

Senior

Relocation package

If needed, we can help you with relocation process. .

Vacancy Specialization

Sales

Ref Number

VR-96439
Luxoft

Fecha de publicación: 09/04/2023