About The Role
Essential roles and responsibilities
- The Account Manager should demonstrate excellent inter-personal and organisational skills, must work fluidly both at a senior peer, partner and customer level, building trustful and successful relationships to drive the Claranet sales efforts.
- A minimum of 12 months experience selling Cyber Security Managed Services and Consultancy
- The Account Manager should be an excellent communicator at all levels, with strong oral and written communication skills, able to present to small audiences and create a compelling proposition/story as appropriate to engage decision makers, influencers, internal staff, and alliance partners alike.
- The Account Manager should be commercially astute with knowledge of the Cyber Security market and its participants.
About You
Behavioural competencies - organisational and behavioural fit.
- Flexible and creative to take considered risks
- Learn and adapt quickly to changing situations
- Self-motivated and able to work under pressure
- Ability to travel to different sites and locations on an occasional basis
- Manages conflict and challenges in an open and constructive manner
Critical competencies - technical fit
- You will have a proven record of accomplishment in successfully selling to and retaining customers. This includes selling sophisticated solutions and engaging with multiple stakeholders across various sectors.
- Demonstrable success in driving revenue growth and developing cross-sell and up-sell opportunities. Your strategies will significantly contribute to increasing account value and customer satisfaction.
- Strong relationship management skills with proven success in delivering excellent customer experiences. You will be adept at understanding client needs and building long-term, mutually beneficial relationships.
- You will possess comprehensive knowledge of relevant market trends and maintain up-to-date awareness of the latest developments in the industry. This ensures you can provide informed and valuable advice to your customers.
About Us
Working for Claranet
Here at Claranet we pride ourselves on going the extra mile for and with our employees (yes, we really mean with). We offer an extensive benefits package that you can tailor to your needs, inclusive of a matching contribution pension scheme, healthcare, insurance, dental, discounted gyms and app supported benefit access.
But what we think makes us different is 'Team Claranet,' our dedicated internal part of the business that supports you with matters close to your heart. We proudly support local charities in each of our office locations, support employees with paid charity leave, organise key charity fundraising event per year and have a dedicated committee responsible for supporting employee's fundraising efforts.
Claranet are one of the 10 founding members of TC4RE (Technology Community for Racial Equality.) Being a part of a group of leading UK technology organisations, we are dedicated to building a more diverse and inclusive workforce. We are also very proud members of Tech Talent Charter, a government supported, industry-led membership group created to address the UK's tech talent shortage and diversity gap through collective action.
Position Summary
This is an Account Manager role that will solely focus on the security portfolio. The primary focus will be to work as part of a team with the responsibility to retain more than 85% of a customer base that only trades in Cyber Security services. Customer growth is encouraged through the cross-sell and upsell from the Cyber Security portfolio. The rest of Claranet's sales portfolio and business opportunities will be passed onto and are managed by non-security account managers.
This role is to retain customers and maximise average spend per account and being able to deliver the highest of standards of customer service satisfaction. A fantastic opportunity for a candidate who has experience in a cyber or technology sales role, who is looking to expand their skillset, and to be supported in developing a successful career.
Objectives and Key Results
- Retain at least 85% of current Claranet revenue spend
- Cross-sell and upsell other security services
- Promote attendance at security events
- Understand and translate your customers business goals into actionable plans through the sale of our security portfolio.
- Upsell and retain your customer base and grow revenue quarter on quarter and year on year
- Drive solution/consultative selling with a business outcome focus and a shared roadmap of development for key customers.
- Create and drive campaigns in line with white space working alongside colleagues/manager and marketing. This will involve driving customers to security specific events (seminars and webinars)