Account Executive - Conglomerates and PSU

About WhiteCrow

We are global talent research, insight and pipelining specialists with offices in the UK, USA, Singapore, Malaysia, Hong Kong, Dubai, and India. Our international reach has helped us to understand and penetrate specialist markets at a global level. In addition to this, our service is also extended to complement our client’s in-house research.

About our client

Our client is a worldwide technology leader that is revolutionizing the way organizations connect and protect in the AI era. For more than 40 years, our client has securely connected the world. With its industry-leading AI-powered solutions and services, our client enables its customers, partners, and communities to unlock innovation, enhance productivity, and strengthen digital resilience. With purpose at its core, our client remains committed to creating a more connected and inclusive future for all.

As a Account Executive - Conglomerates and PSU, you will be responsible for...

Role Description:

• Join our vibrant and results-driven Enterprise Sales team, dedicated to enhancing customer relationships and expanding market share within the Conglomerates, PSU and ITS sector. Our team thrives on collaboration and innovation, working together to drive sales performance across the region.
• The Strategic Enterprise team is a world-class sales force with an intense focus on finding and solving our customers’ most critical problems and partner with them to capture market opportunities.
• We pride ourselves in our ability to understand and focus on business outcomes and solutions, not just products. Our competitive intensity is second to none.
• We constantly seek to disrupt ourselves to stay ahead of the game.
• We take bold actions and be all in to deliver our commitments to our customers and partners.
• We empower our teams to go beyond and deliver great value to our customers, partners and internal stakeholders.

Responsibilities:

• Account Manager for identified large Conglomerate and PSU accounts.
• Managing all revenue streams from these Accounts across business entities by collaborating with cross-functional teams and extended teams
• Building strong relationships with the client at all management levels, including CXOs. You should be able to create strong business relations between and the account partners at all levels
• Developing a long term 1–3-year Account / Business Plan in collaboration with cross functional teams to align with the customer's long term growth, innovation plans and transformational business opportunities.
• Driving the execution of a 12-month Account / Business plan to meet set milestones and goals. Identify and close transformational opportunities in the account through strong relationships with key partners and executive decision makers to improve wallet share.
• Developing & articulating sales strategies for all major opportunities and understand the buying cycle for the opportunities being pursued.
• Business reporting (monthly forecast, weekly commit, pipeline development, MEDDPICC).
• Ensuring the desired position and market share, as set in the objectives, are achieved through the use of consistent messages in every aspect of the Account relationship and development on all appropriate levels.
• Working with the customer to develop an innovative strategy to help save costs, deliver value to their business and gain a competitive advantage. Act as primary focal point for the Account.
• Focusing on value-based selling and creating business relevance for technology solutions.

What you already have...

• Ideally 12+ Years of Sales Experience in the technology space with exposure to ITS and Mfg customers.
• Experience in selling to large Enterprise accounts is a must with proven evidence of High-performance outcomes.
• Strong time management, organizational, and negotiation skills.
• Sound business decision making ability.
• Ability to influence and engage senior customer executives (CX level) and business decision makers.
• Awareness of product, service and solutions, processes etc. an added advantage.