o Business Development
Identifying opportunities for new business New business is deemed to be the attainment of a new client who is not currently engaged or transacting with 3fifteen
Providing and motivating for sales campaigns in order to attract new business
Participating in sales campaigns to win the business.
Presenting company overview and value proposition to generate interest in company’s services
Relationship building with Microsoft and other strategic partners to encourage lead generation.
Achieve consistent growth in existing clients. Existing accounts
are deemed to be the named clients that are allocated as part of the Account Manager’s portfolio.
Overseeing and planning the timely completion of proposals with the allocated pre-sales consultant
(allocated by the Development Manager), Project Manager and other third party vendors / service providers.
Helping create offers that represent maximum affordable value to the customer and ensuring that proposal addresses the customer’s key objectives, needs and requirements.
Collating the various proposal components compiled by the account manager (i.e. Executive
Summary / Introduction, pricing, company overview, etc.) and those obtained from pre-sales consultant (i.e. technical and functional overview, etc.), Project Manager (project schedule, scope of work, project assumptions, risks and dependencies), third party vendors / service providers (i.e. product overview and pricing, etc.).
Ensuring that all proposals and contracts supplied to a customer have the correct level of commercial and technical approval.
All commercial information presented to customers to have been approved by the relevant Sales Manager / Managing Director. Commercial proposals not complying with standard rates or exceeding in value over and above the published “Approval Value” to have been approved by Finance
Director / Managing Director.
All technical proposals to have been approved by the relevant Development Manager and PM.
Ensuring the quality of all submitted proposal documentation and making certain that all listed document reviewers have checked the proposal prior to submitting to the customer.
Ensuring that all proposal information (proposal, costing, project schedule, supporting documentation, contracts, etc.) is immediately available and maintained on the sales portal.
Understanding the technical solution (conceptual) and commercial agreement of the proposal such that the account manager can communicate the proposed solution in terms of objectives, technology, functionality, implementation approach, project dependencies and risks, pricing, and terms and conditions.
Facilitating contract negotiations with both the internal and external stakeholders.
Compiling and amending contract documentation.
Ensuring that all contracts supplied to the customer have the correct level of commercial and technical approval as stated previously.
– Account Management
o Account Planning
Formulating strategies for building the account and maximising the company’s potential to do business.
Developing, maintaining and implementing account plans where necessary that contain the strategies and action plans for maximising the value of the account.
Monthly updates to the internal stakeholders as to the progress of the account plans.
Gathering and disseminating information about the customer (business, problems, needs, issues, decision makers and influencers) and competitors, to internal stakeholders.
Facilitating future business by seeking out and helping the customer define new opportunities.
Identifying new opportunities during the engagement and keeping abreast of “parking lot” functionality not implemented during the project.
o Outsource and Solutions Engagement
Ensure that a proper handover occurs with the delivery team when business is won and the engagement commences. Ensure that they have all the relevant information required to successfully commence with the engagement.
Defining and agreeing plans with the appointed Development Manager and Project Manager to work closely with customer to ensure that the engagements are delivered in line with the accepted proposal.
Reviewing project RFCs obtained from the PM and including the pricing schedule.
Responsible for ensuring that RFC’s are submitted and invoiced to the customer.
Compiling outsource team amendment schedules and obtaining sign off from the Sales Manager, Managing Director before submission thereof. Remaining aware of the engagement progress by attending weekly team meetings and attending recruitment
/ solution status meetings where necessary.
Managing scope issues emanating from the Inception Phase (i.e. proposal) and assisting the Project Manager and Development Manager with scope issues during the delivery phase of the engagement.
Assisting the Development Manager and Project Manager in addressing delays, standing time and other issues to the customer.
Ensuring that the Development Manager or Project Manager is made aware of all issues and/or perceptions that may impact the engagement.
o Time & Material / Placements
Defining the precise resource requirement and role to be performed by the resource. This is a collaborative process involving the Development Manager.
Coordinating and attending customer status meetings (include the Development Manager if appropriate).
Managing of customer satisfaction and resource issues during the engagement. Resource related issues to be discussed with the Development Manager who is responsible for handling his line management function as well as with the Sales Manager.
Ensuring that resource allocation changes are communicated to the Sales Manager and addressed in the recruitment meeting.
Review monthly timesheet obtained from the timesheet system prior to initiating customer billing. Where it is found to be incorrect this should be reverted back to the Development Manager and the Sales Manager.
o Support Service
Monitoring the company’s consistency in attaining support service levels.
Ensuring support contracts are valid and employed by the customer to its fullest potential.
o Customer Relationship Management
Building relationships with key customer stakeholders.
Representing the client view in all internal discussions.
Monitoring customer satisfaction.
Coordinating the efforts of internal delivery groups (i.e. project management, delivery, support, recruitment, etc.) to ensure a synergistic and service-centric approach to the customer.
– Administration / General
o Maintaining accurate weekly sales forecast for all customer engagements (i.e. solutions, T&M, placements, support and outsource services).
o Capturing and maintaining customer information (i.e. company, contacts, etc.) on the company’s CRM system.
o Maintaining an accurate and up to date calendar.
o Responding to all communication
(email, voice messages, sms, etc.) within a maximum of an 8 business hour period. Urgent requests require prompt and immediate response.
o Daily capturing of sales opportunity tracking information on to the company’s CRM system.
o Attending regular company sales and status meetings. This is compulsory and it is expected that diaries are planned around these meetings.
o Procedure for work acceptance
Confirming resource allocation and availability with the Development Manager as soon as a requirement becomes known. The Account Manager is responsible for updating this requirement on CRM as soon as the requirement becomes known, this is required to be done with in a maximum of an 8 business hour turnaround period.
Ensuring that appropriate customer approval is received prior to commencing any engagement i.e (outsource, solution, T&M service or support.)
Ensuring that the delivery teams receive appropriate handover information when commencing a new customer engagement (i.e. proposal documentation, T&M engagement role definition, contract, etc.).
Attending of kick-off meeting with the customer.
o Submission of detailed monthly customer billing instructions for all customer engagements to the finance department via the CRM system.
o Assisting with compiling and getting customer approval for case studies and Microsoft Partner Programme customer references.
o Attending customer events organised by the customer or 3fifteen.
o Attending various company meetings and events.
o Responsible for debt collection from customers.
o Achievement of quarterly sales target set for specified / allocated accounts.
o Achievement of quarterly new business sales targets.
o Overall customer satisfaction with the services the company supplies to the customer.
o Full sales cycle is planned and led for each prospective account up to successful implementation
o Devising remedial strategies if sales targets are not being met.
o Execution of the account plans.
o Prices, terms and conditions for each opportunity (new and existing) ensure the long term profitability of each account.
o All 3fifteen engagements are promoted to and positioned with new and existing clients.
o Accurate and timely forecasting.
o Ensuring all contract terms and conditions are adhered to.
o Complete training on the 3fifteen Microsoft Competencies where applicable.
o Good conceptual understanding of Microsoft application technology stack and the derived business solutions.
o Good understanding of Software Development Lifecycle and Project Management Methodology.
o Good understanding of 3fifteen’s preferred Engagement Models and the associated processes, proposals and contracts.
o Good understanding of Software Application Support Services as provided by 3fifteen.
o Strong account management skills with an ability to penetrate existing client accounts by networking within to win new business.
o The ability to identify and convert new business.
o Sound business and commercial acumen.
o Consultancy approach to selling and self-sufficient (calling on technical resource as required) in terms of client presentations, sales campaigns etc, ensuring that the client’s requirements are fully realised within budget and to timescale.
o Sound attention to detail and an enthusiasm for quality.
o Excellent personal skills regarding client handling and liaison.
o Ability to maintain a positive attitude at all times.
o A team player and one who is open to feedback and on-going self development.
o A true professional possessing the highest ethical and moral standards.
o Flexibility to work long and unpredictable hours when necessary to complete proposals, attend to customer issues or finalise administrative based tasks.