Specialist: Senior C2 Account Manager – Google Workspace (GWS)
- Johannesburg, Gauteng
- Permanent
- Full-time
- Assist Account Manager in there vertical segments in all C2 to identify, scope, present and sell complex Cloud and Cybersecurity solutions.
- Run customer-facing presentations on C2 products, services and propositions.
- Engage and develop C-level and senior management customer contacts in various roles - technical, commercial, operational etc.
- Provide thought-leadership to customers through regular engagement and workshops.
- Lead customer discussions with on the technical solution design.
- Assist Account Managers in assessing cost requirements to compile the commercial proposition.
- Define proof of concept or trial/pilot programs with key success criteria in agreement with the Account Manager and Customer.
- Win customer confidence in personal abilities and the professionalism of C2.
- Document customer requirements in standardized format.
- Evaluate the customer's technical infrastructure with which solutions will be integrated.
- Define solution training requirements, build and lead customer 'train the trainer' programs.
- Communicate solution benefits with a business case and return on investment
- Produce presentations as required for customer engagements.
- Maintain an up to date pipeline of opportunities on Salesforce.com
- Track progress towards KPIs.
- Report monthly on the status, blockers and next steps of top projects.
- Coordinate with internal Product Development
- Coordinate with external solution suppliers
- Engage with C2 internal departments to confirm that the proposed solution can be delivered and supported.
- Assess the customer satisfaction of the solution, capturing lessons learned and sharing these with the appropriate teams to drive improvements.
- Learn and maintain in-depth knowledge of C2 products, services, solutions, propositions and capability.
- Develop and maintain competitive knowledge on industries and products to leverage in the sales cycle to the executive suite.
- Collaborate with the marketing team on sales strategy and optimization.
- Upskill the strategic vendors products and solutions i.e. Microsoft , AWS , Google , Cloudflare
- Customer lifetime value (CLV): This measures the total revenue that a customer generates for the business over the course of the relationship. It helps to prioritize the most valuable accounts and plan the financial strategy accordingly.
- Customer profitability (CP): This measures the difference between the revenue and the cost of serving a customer. It helps to determine the profitability of each customer and allocate resources accordingly.
- Customer satisfaction (CSAT): This measures how happy the customers are with the products or services they receive from the business. It helps to identify the strengths and weaknesses of the account management team and improve customer loyalty and retention
- Customer retention rate (CRR): This measures the percentage of customers who stay with the business over a given period of time. It helps to evaluate the effectiveness of the account management team in retaining and renewing existing customers and reducing churn
- Customer lifetime value (CLV): This measures the total revenue that a customer generates for the business over the course of the relationship. It helps to prioritize the most valuable accounts and plan the financial strategy accordingly.
- Customer profitability (CP): This measures the difference between the revenue and the cost of serving a customer. It helps to determine the profitability of each customer and allocate resources accordingly.
- Customer satisfaction (CSAT): This measures how happy the customers are with the products or services they receive from the business. It helps to identify the strengths and weaknesses of the account management team and improve customer loyalty and retention
- Customer retention rate (CRR): This measures the percentage of customers who stay with the business over a given period of time. It helps to evaluate the effectiveness of the account management team in retaining and renewing existing customers and reducing churn
- Customer engagement (CE): This measures the degree of
- Decides on technical solutions as scoped with customer
- Decides on vendor that best suits the customer solutions
- Decides on appropriate existing partners to be used in development of appropriate solution
- Accountable for managing a portfolio of opportunities with a specified Total Contract Value.
- Accountable for Primary technical contact within your vertical segment
- Accountable for Engaging all Cassava Technologies group of companies
- Relevant 3-year degree Essential
- At least 3 years pre-sales experience in selling cloud solutions
- Customer obsessed, displaying exemplary customer relationship management, negotiation, and focus on customer needs.
- Interested in and inquisitive about innovation and technological trends.
- Ambitious and courageous - focus on helping to win large bids and growing company lead in the market
- Singular focus on designing solutions which can be delivered quickly/effectively to the customer, shortening the bid lifecycle
- Ability to re-use standard solutions/technologies to reduce costs and improve customer experience.
- Be easy for customers to deal with, displaying flexibility and pragmatism.
- Excellence in communicating progress, pro-active in addressing issues, trusting in a virtual team.
- Knowledge of C2 (with a key focus on GWS)
- Experience in a cloud or cyber security business environment.
- In-depth knowledge of Google Workspace
- Base skills in consultative selling and influencing; unlocking the opportunity based on customers' business requirements.
- Financial Acumen (e.g. ROI model generation, understanding of CAPEX/OPEX trade-offs).
- Team player, strong influence and relationship management.
- A self-starter with a determination to succeed, balanced with appropriate tact and diplomacy.
- Strong communication and presentation skills.
- Decision making skills - ability to balance conflicting interests.
- Google cloud certifications - foundational and associate at minimum