Account & Channel Manager

A member of the Applicable Sales Team, responsible for proactively supporting and influencing one or more of the Applicable Channel Partners to increase the sales of our products, as well as managing commercial aspects of services delivered to customers in a designated portfolio of accounts – including managed services and professional services and licence resales.  Working either in partnership with commercial contacts in Applicable channel partners or directly with customers.

Main Duties

  • Be the primary point of contact for all commercial matters in designated customer accounts to maintain and grow revenues.
  • Work proactively with one or more Applicable channel, to promote our products, and to support and influence their account teams in the onward sale of our products.
  • Maintain the commercial relationship between Applicable and channel partner (and the customer where applicable).
  • Receive and manage requests for additional service (Professional Services, RFCs, PCRs, and changes to managed services), confirm requirements, and prepare commercial responses.
  • Identify opportunities for additional sales and close opportunities for additional, profitable revenue.
  • Work actively with other members of the wider account team (service manager, technical account manager) to ensure high levels of customer satisfaction and customer retention.
  • Manage the commercial process for invoicing for professional services, monthly recurring charges.
  • Take the role of Senior Supplier in professional services projects, and customer delivery projects.
  • Provide pipeline management and forecasting information.
  • Provide customer and Channel Partner feedback to inform Product Strategy.
  • Maintain a good working knowledge of the UC and messaging market, private, public and hybrid service market trends and competitor activity.
  • Carry out information security activity as guided by line manager or by the Information Security function in Service Design.
  • Other duties as directed by your manager from time to time.  

Skills & Attributes 

Essential

Thorough knowledge and understanding of Applicable services, and relevance to customers.

Excellent customer relationship, strategic selling and time management skills.

Experience in influencing and selling services into Channel Partners, managing relationship with Channel Partner sellers, marketing and product teams.

Able to work independently, high level of commercial awareness including sales lead to cash process, project and service pricing, commercial terms and conditions.

Demonstrable commitment to the Applicable Values and to realising Applicable’s vision. 

Demonstrable service culture focus, working closely with Service Management and Service Delivery and Project Delivery.

Ability to prepare quality written correspondence, and internal and external-facing documentation.

Excellent external-facing, presentation and negotiating skills. 

 

Desirable 

Thorough knowledge of the UC and messaging market for cloud and hybrid and managed services.

Knowledge of software licensing sales and licensing programmes.  

 

Performance Standards 

Achieve OTE through the management and delivery of customer revenues in a defined set of target customers.

Maintain and enhance the perception of Applicable in the market.

Execute duties as a reflection of the Applicable Values.

Demonstrate through your pattern of behaviour your alignment with Applicable Strategy.  

 

Applicable Values

Commit to Excellence.

Be flexible and agile.

Take ownership, that the initiativeUnderstand the customer and our value to them.

Efficiency of Execution.