MSP Account Manager

The Company: 4D Innovations Group (Pty) Ltd t/a ESET Southern Africa 

Role Name: MSP Account Manager

Location: Belmont Square, Rondebosch, Cape Town

Type of Position: Full-time

Hours of work: Monday – Friday, 08:30 to 17:00

Role summary:

The MSP Account Manager is a member of the Business Development team responsible for improving the company’s market position and achieving the targeted financial growth for a particular segment.

You will ensure the execution of all product features and Service offerings, through active engagement with relevant stakeholders, including internal sales/technical & marketing teams, ESET HQ in Slovakia, ESET SA & EA partners and clients, to ensure product success. 

The MSP Account Manager is partner centric, and constantly exploring new opportunities both within existing partners and in the broader market to expand business. This person will play a critical role in finding new prospects for growth within each region, as well as building relationships and growing business amongst current partners. They will be an industry expert on the products, Services being sold & the MSP Platfrom.

The MSP Account Manager will work with service delivery teams to ensure existing customers are happy. This person will have strong internal and external relationship building skills. They will identify opportunities as well as vulnerabilities, will drive pre and post-sales activities, and actively manage the entire sales cycle.

The MSP Account Manager will achieve sales targets, develop and deliver against strategic account plan. 

This role involves traveling throughout South Africa, Africa and from time to time, overseas. Ability to present, train and instruct are essential.

Daily Responsibilities:

  1. Ensure relevant products & services are represented in the market segment that you are responsible for.
  2. Ensure the product strategy is in line with business objectives. 
  3. Liaise with stakeholders to ensure that the product/solution is integrated into ESET SA & EA, into our channel/market, and managed end to end.
  4. Perform competitor analysis and product research when required. 
  5. Identify product opportunities in our market.
  6. Develop and execute a product rollout roadmap. 
  7. Closely collaborate with senior leadership and other stakeholders, both internally and externally. 
  8. Analyse data, and report on metrics.
  9. Make informed product decisions based on insights. 
  10. Iterate on business processes and CRM system requirements.
  11. Manage product profitability and reporting thereof.
  12. Deliver on the agreed sales targets (quotas) and revenue targets set.
  13. Own and drive pre-sales engagement activities with potential clients and existing clients.
  14. Develop professional customer interactions by actively building business relationships with multiple contacts points in client environments.
  15. Identify potential clients, and the decision makers within the client organisation.
  16. Research and build relationships with new clients.
  17. Set up meetings with client decision makers.
  18. Own and drive proposals and RFPs to customers with input from technical, marketing and account manager teams.
  19. Acquire a thorough understanding of key customer needs and requirements.
  20. Deliver on strategic plans.
  21. Identify, size and close new business opportunities.
  22. Generate new and existing sales. Develop existing and new relationships.
  23. Responsible for MSP Onboarding.
  24. Attend customer meetings to deliver technical content and presentations.
  25. Ability to deliver virtual/physical product demonstrations to both technical and sales clients/partners.
  26. Lead, review and document sales cycle.
  27. Keep up to date with latest product developments and within the industry in general.
  28. Attend conferences and events as required.
  29. Liaise and collaborate with account managers.
  30. Ensure training and certification of account managers is offered, and to collaborate with sales/operations managers to ensure these are completed, and report thereon.
  31. Establish and maintain effective interpersonal relationships with those contacted during work.
  32. When required provides training, coaching and professional development to members of the team to enhance their knowledge and skills. At times it may be necessary to provide the relevant training on the use and functionality of products and services to customers and other relevant third parties.
  33. Collaborate with AM’s and ensure account reviews specific to your segment of responsibility are carried out.
  34. Perform any other / or additional duties as dictated by the needs of the business.
  35. Ensure all relevant certifications are completed.
  36. Relationship management and communication with our principals at s.r.o.
  37. Keep up to date with call information shared by s.r.o.
  38. Ensure all new product content/updates relating to your role are provided to the marketing department and shared internally to teams.

Educational qualifications/Experience:

  • Matric certificate
  • 5 Years+ IT Industry experience
  • 5 Years+ Channel experience
  • Strong collaboration in team environment, ability to deliver independently 
  • Analytical, presentation experience up to C-level
  • 5 Years+ product project management experience

Requirements:

  • MS Office / PC literate
  • Fluent in MS-Windows software
  • Familiar with various Antivirus software, preferably ESET
  • Highly professional level of customer service and customer focus
  • Excellent telephone and verbal communication skills
  • Excellent written communication
  • Ability to understand and communicate technical terms.
  • Ability to continuously improve product knowledge.
  • Efficient time management
  • Works well under pressure.
  • Ability to work as part of a team and help team out in all departments.
  • Extremely patient and friendly disposition.
  • Strong influencing and negotiation skills 
  • Proven account management and development skills
  • Proven track record in growing existing accounts and developing new accounts
  • Proven track record in Senior and C-level engagement and relationship building
  • Thorough understanding of sales methodologies 
  • Working knowledge of industry 
  • Proven sales track and business development record
  • Customer/Partner stakeholder commitment

To apply for this position please click on the following link: