Key Account Manager - Manufacturing & Transportation
Job Summary
Job Description
Ness Digital Engineering is seeking a self-motivated and experienced Key Account Manager for its Manufacturing and Transportation division. The role involves maintaining and expanding relationships with named accounts, ensuring customer satisfaction, and driving profitable growth. The candidate will be responsible for growing existing priority accounts, aiming for over $7 million in new bookings and revenue, while meeting company financial goals. This includes managing account backlogs and renewals to achieve a 3-year growth aspiration, making these accounts top performers for the firm.
Must have:
- IT Services Selling experience
- Expert French language skills (written and oral)
- Experience growing named accounts by minimum $6M+ new booking
- Experience co-owning and driving $1M+ Proposals and SOW builds
- Experience selling alliance partnership services (Salesforce, Databricks, AWS, Confluent)
- Willing to travel to France monthly
- Commitment to at least 3 years in the role
Good to have:
- Knowledge of Manufacturing and Transportation industry solutions
- Understanding of Manufacturing and Transportation industry business issues
- Global Delivery Model experience
- Experience managing large multi-location consulting engagement teams
- Demonstrated track record as an Account Manager in a rapidly growing client relationship
- Experience selling from a large IT player and engaging with C-level stakeholders
Perks:
- Equal opportunity employer
- Diversity valued
6 skills required
Job Details
Description
Position Summary | Ness Digital Engineering is seeking a self-motivated and experienced Key Account Manager who will play a crucial role in maintaining and expanding relationships with named accounts, ensuring customer satisfaction, and driving profitable growth within our Manufacturing and Transportation division. |
Responsibilities | Responsible for driving Growth of existing priority accounts (Champion /Attack accounts), and deliver a growth in excess of $7M million in growth both in terms of New Bookings and New Revenue during the fiscal year and in line with company GM / EBITDA goals. Also ensure the account backlog and renewals are managed and overall the account can drive growth with our 3 year aspiration to make this a top-10 accounts for the firm. Client Relationship Management: Build and nurture strong, long-lasting relationships with clients, becoming their trusted point of contact for all services-related matters. Maintain and grow a portfolio up to $20M, own the opportunity management cycle: Prospect-Evaluate-Propose-Close Client Growth: Identify opportunities for upselling and cross selling all services to existing clients, contributing to revenue growth. Needs Assessment: Work closely with clients to understand their business objectives and engineering challenges, translating these needs into actionable proposals. Solution Development: Partner with consulting and engineering teams to develop innovative solutions that address client requirements and align with industry best practices. Scope Management: Define project scope, objectives, and deliverables in collaboration with clients, consulting and engineering teams, ensuring alignment with client goals. Risk Management: Identify and mitigate project risks, proactively addressing issues that may impact project timelines or quality. Communication: Maintain open and transparent communication channels with clients, providing regular updates on project progress, issues, and resolutions. Client Advocacy: Serve as the client's advocate within Ness Digital Engineering, ensuring that their needs and priorities are well-understood and met. Quality Assurance: Monitor project quality and adherence to best practices, ensuring that all services meet or exceed client expectations. |
The Person | |
Pivotal Experience & Expertise | Required Qualifications: · Must have IT Services Selling experience, specifically experience and track record in growth through Radiation (Growth beyond current stakeholders & divisions) in existing accounts – product engineering is best. · Must have expert French language skills (written and oral) · Must have prior experience growing Named Accounts (not new logos) by minimum $6m+ new booking. · Must have experience co-owning and driving both $1M+ Proposal and SOW builds (can’t delegate) – if you get help from Ness, that’s a bonus · Experience selling alliance partnership services (Salesforce, Databricks, AWS, Confluent) · Must be willing to travel to France monthly and as required · Willing to commit at least 3-years in role – we want sellers who see a path to greater responsibilities inside Ness. Preferred Qualifications: · Knowledge of Manufacturing and Transportation industry go-to-market solutions · Good understanding of Manufacturing and Transportation industry specific business issues and drivers · Global Delivery Model experience · Experience managing large multi-location consulting engagement teams. · Demonstrated track record as an Account Manager in a rapidly growing client relationship · Prior experience selling from large IT player who can manage a 20M+ account, engage with C-level stakeholders. |
Ness is an equal opportunity employer, and we value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. |
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