Account Executive – Utilities
Location: London, Aston, Toltec
Salary: £90-£120k base
Main Purpose of the Role
To lead our client's key accounts, with a specific focus on profitable growth. These roles have full accountability for driving growth and maximising profit and loss (P&L), with a strong focus on customer relationships and Board level engagement.
This role will be responsible for driving sales of predominantly Infrastructure Solutions in the Energy and Utilities subsector. This role will promote the business in the market and will build relationships with clients and IT Services Eco-system partners, promoting the company brand.
We have roles available for both Account Management and New Business Sales. Both roles are sales and quota bearing and sales forms the primary performance objective.
The New Business Sales role will emphasise new logo acquisition and demand generation (including cold calling where necessary).
The Account Management roles will have both a sales and P&L focus for existing clients, but will also require activity in new logo clients as required. We are particularly interested in people with experience in asset intensive clients.
Key Responsibilities
Individually, you will have clear and unambiguous accountability for improving our client's credibility within target clients in the market. You will both frame and drive business opportunities, leveraging the Delivery teams. This will also involve the shaping and framing of propositions to meet client requirements; working alongside Sector Leadership, Service Delivery Managers, Solution Architects and Proposal Development teams, responsible for sales closure of the deals following company processes and achieving the sales targets including revenues and profitability.
Key for these roles will be the ability to assimilate complex business propositions and use them to guide client conversations. The fundamental skills of client need and issue discovery are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification. These skills are necessary not only at the early stages of a client relationship but as part of ongoing deal and account management.
Person Profile:
Essential :
Salary: £90-£120k base
Main Purpose of the Role
To lead our client's key accounts, with a specific focus on profitable growth. These roles have full accountability for driving growth and maximising profit and loss (P&L), with a strong focus on customer relationships and Board level engagement.
This role will be responsible for driving sales of predominantly Infrastructure Solutions in the Energy and Utilities subsector. This role will promote the business in the market and will build relationships with clients and IT Services Eco-system partners, promoting the company brand.
We have roles available for both Account Management and New Business Sales. Both roles are sales and quota bearing and sales forms the primary performance objective.
The New Business Sales role will emphasise new logo acquisition and demand generation (including cold calling where necessary).
The Account Management roles will have both a sales and P&L focus for existing clients, but will also require activity in new logo clients as required. We are particularly interested in people with experience in asset intensive clients.
Key Responsibilities
Individually, you will have clear and unambiguous accountability for improving our client's credibility within target clients in the market. You will both frame and drive business opportunities, leveraging the Delivery teams. This will also involve the shaping and framing of propositions to meet client requirements; working alongside Sector Leadership, Service Delivery Managers, Solution Architects and Proposal Development teams, responsible for sales closure of the deals following company processes and achieving the sales targets including revenues and profitability.
Key for these roles will be the ability to assimilate complex business propositions and use them to guide client conversations. The fundamental skills of client need and issue discovery are clearly critical here, as is the ability to dynamically switch between issue discovery and proposition qualification. These skills are necessary not only at the early stages of a client relationship but as part of ongoing deal and account management.
- Account growth is a key focus. Must be able to harness the existing client relationship/revenue stream and develop the account into a larger and more profitable operation.
- Manage overall client relationship at CxO level, bringing thought leadership as a trusted advisor.
- Develop and implement account strategy, in line with Group initiatives.
- Meet all account KPIs including growth, customer satisfaction and profitability.
- Ensure that the performance of all global delivery teams is consistent and meets contractual requirements.
- Develop and implement the 3 year plan for the account with input from all internal and external stakeholders.
- Ensure adherence to company and client-defined standards and commercial procedures.
- Connecting with and growing our presence with key individuals, partners and stakeholders in the Energy and Utilities sector, to promote the brand and enable growth
Person Profile:
Essential :
- Evidence of long-term, fruitful CxO relationships.
- Experience of account growth in Private and/or Public Sector, preferably specifically in the energy & utilities sector.
- Experience in a wide variety of information technology fields to drive innovation and creativity in the account.
- Demonstrable Outsourcing and technology transformation experience.
- Hold a network of contacts within relevant commercial organisations, including software and hardware vendors, industry analysts and advisors, besides prospective clients.
- Exceptional focus on all aspects of P&L management and reporting, at both a pursuit and client level.
- Creative and innovative, with gravitas to lead CIO/IT Director Board level business meetings to position deals and in sales closure.
- Well versed with commercial models, estimation techniques, pricing trends, TUPE regulations, crafting complex MSA & SOW documents.
- Commercially skilled in finance and contractual matters for compliance and able to own and resolve complex customer issues.
- Ability to innovatively and constructively challenge the status quo to drive forward the business.
- Able to operate with a high degree of independence as well as being part of a team.
- Passionate, personable and collaborative.
- Strong leadership skills, as the role involves large number of individuals reporting directly or indirectly.
- Well networked externally, able to leverage relationships for advantage.
- Flexible and mobile.
- Able to achieve Security Clearance.