Key Account Manager

Our promise:

• We support your career growth through continuous learning, coaching, and mentorship programs;
• We promise you a feedback-driven culture that inspires healthy communication;
• A friendly, professional, and supportive team is waiting for his new teammate;
• A bunch of people with common hobbies and interests (sailing, football, running marathons, tennis, music, etc) is ready to welcome you;
• A community driven by courage and creativity (we have our beer and our band that sings about us);
• We designed benefits that give you the power to create balance in life, on and off work.

As a Key Account Manager for Microsoft Partnership, you will:

Develop business potential in existing accounts:

Develop a plan based on the account management pillars: maintain the relationship, understand the challenges, and take the action needed to generate new opportunities;Take action based on the account type, for example, grow the business by doing upsell and cross-sell for medium, bi,g, and very large accounts;Collaborate with the internal teams to address client needs;Achieve business continuity through service renewals;Conduct business reviews, steering committees, retrospective meetings, and feedback sessions.

Discover new business opportunities:

Research potential clients' industry and understand corresponding business models;Understand potential clients' organizational culture and identify relevant decision-makers;Be aware of the potential client's main business challenges and assess its current situation in the market;Proactively reach out to potential clients and leverage your network;Manage both internal and external stakeholders, providing relevant and timely information;Achieve assigned objectives and expectations, adapt to complex situations, and take the necessary steps to identify needs and minimize risks;Qualify the leads found through your personal network, lead generation campaigns, or other methods. Use MEDDICC to decide if a lead is a potential new client.Segregate the leads and group them by relevant categories (such as industry, size, urgency) to personalize your sales approach;Convert leads through to the final stage (disqualified or qualified) and turn qualified leads into opportunities.

Take responsibility for client management:

Strengthen and expand relationships with Zitec's active Microsoft services clients;Identify client needs and propose tailored solutions leveraging Managed Services, Data & AI, and Microsoft Azure technologies;Meet revenue objectives while maintaining a strong focus on client satisfaction;Monitor account performance and negotiate contract extensions and renewals. Take responsibility for deal management;Develop commercial proposals for prospective clients, leveraging input from the estimation team;Present technical solutions clearly and persuasively, supported by the technical team or Business Line Directors;Address client objections effectively and provide tailored solutions, with input from the estimation team where needed;Negotiate mutually beneficial contract terms and conditions, in collaboration with the legal team;Ensure every stage of the signing process is accurately tracked in the CRM system for both financial and legal compliance.

Further develop the Zitec - Microsoft partnership:

Proactive identification of co-development or co-selling opportunities;Design and implement an opportunity generation plan together with the Microsoft team, aligned to their strategy;Participate in special programs, as well as local and international initiatives;Attend relevant industry events together with the Microsoft team, both locally and internationally.

Take responsibility for internal operations:

Update the opportunities and manage the campaigns in the Microsoft-offered portal;Partner funds: process and request all the documents needed for receiving funds (client acceptance, proof of execution, payment request, etc.)Be aware, track, and access accelerator programs that can facilitate the partner's business and generate new sales opportunitiesCollaborate with the internal teams (sales, pre-sales, delivery, marketing, legal, finance) to deliver optimal value to the clients;Organize regular meetings with sales representatives for updates and strategic plans;Report the progress on opportunities in company tools such as Zoho CRM and Mirro, and communicate the impact to the business line directors;Ensure project invoicing when acquiring a new client by providing the necessary information to the finance team;Inform clients about the new Microsoft technologies and solutions;Support clients' transition to the cloud through technical and strategic guidance with support from the technical team;Analyze the market and competitors within the Microsoft ecosystem to identify new opportunities and mitigate partnership-related risks;Measure the success of initiatives through clear KPIs such as MRR (Monthly Recurring Revenue) and NPS (Net Promoter Score).What about you:

• Business Development, networking, and key account management skills;
• Previous experience with managing Microsoft Services clients;
• Highly developed interpersonal, communication, and influencing skills: networking, representational, and negotiation skills;
• Good understanding of the customer behaviors and objections, proficient at guiding them through the process and offering recommendations;
• Sound technical understanding of the main Azure solutions;
• Thorough understanding of the IT Romanian Market;
• At least 5 years of experience in a company similar to Zitec;
• Experience with CRM Tools;
• Advanced level of written and verbal English communication skills.

If you feel this role is for you, let us get to know you better There are 4 steps left:

• A get-to-know-you HR Discussion with your recruiter;
• A discussion with our Sales Director and our Customer Success Team Lead; 
• A practical assessment; 
• A final tale with our Chief Growth Officer. 

Our recruitment process is designed to foster diversity, equity, and inclusion. We are committed to creating a workplace where everyone feels valued, respected, and empowered to thrive.

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