Key Account Manager

Our promise:

You choose how you'll work with us: fully remote, hybrid, or at our offices (Bucharest, Brașov);

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 opportunities

• Collaborate 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.

Department

Sales

Locations

Bucharest