• Grow Revenue – Win new business and boost SaaS revenue through upselling and cross-selling. • Own Your Accounts – Build strong relationships, create account plans, and become a trusted partner to your clients. • Build Your Pipeline – Spot opportunities, develop them, and show how we solve real business challenges. • Manage Renewals – Keep partnerships strong by handling renewals and negotiating terms that work for everyone. • Report & Forecast – Share accurate updates and insights so the team knows where we’re headed. • Collaborate & Connect – Work closely with clients and internal teams to make sure everything runs smoothly.

• Take charge of managing and closing a pipeline of high-value software license opportunities, leveraging your expertise to drive growth and strengthen relationships with strategic clients. • Conduct roadmap discussions and account reviews with key stakeholders, ensuring our solutions align with their long-term objectives. • Partner with Solution Engineers to gather requirements and craft high-impact solutions tailored to meet the unique needs of Fortune 500 and Enterprise clients. • Gain and apply in-depth knowledge of market trends, competitor landscapes, and client needs to position our solutions as the optimal choice. • Recognize and capitalize on high-value sales opportunities, developing go-to-market strategies that foster mutually beneficial partnerships. • Utilize various resources to collect and analyze market, prospect, and competitive intelligence to inform your approach and strategy. • Meet or exceed sales quotas through strategic planning, relationship management, and effective sales execution.

• Lead and centralize the management of global technology partnerships including developing and negotiating new partnerships to ensure optimal alignment with the product development cycle. • Collaborate with regional commercial teams to align global tech partner deliverables with local priorities. • Define and execute partnership strategies, guiding principles, and operating models with external partners. • Work cross-functionally with Product Managers, Legal, and regional teams to ensure partnership goals are integrated into product planning and delivery. • Monitor industry trends and emerging partnership opportunities, providing insights and recommendations to inform partnership and product strategies.

Role Description The Sales and Account Manager owns the commercial relationship for a defined portfolio of customers and drives new revenue growth. This role is responsible for: - Retaining and expanding existing accounts - Identifying and closing new opportunities - Building relationships with customers and gaining insights in strategic direction, existing problems, and acting as a trusted soundboard - Leading the sales process end-to-end and partnering internally to ensure successful delivery and long-term customer value - Managing a sales pipeline target and recording and administering the opportunities in the SAP Opportunity Applications and Westrocon ERP Qualifications - Relevant Tertiary Qualification (Business, Sales/Marketing, Finance, IT, or similar); Masters or advanced degrees preferred - Proven experience in Account Management and B2B Sales (typically 5+ years, adjust as needed) - Demonstrated track record of meeting/exceeding revenue targets and managing renewals/expansions - Strong negotiation experience with contracts, pricing, and commercial terms - Detail-oriented and self-starter - Experience selling solutions/services with multi-stakeholder decision-making and longer sales cycles - Experience and knowledge of the SAP Product Portfolio or software and subscription sales in general is required Requirements - Experience in IT services, SAP preferred, consulting, SaaS, enterprise software, or a comparable solutions environment Responsibilities - Account Ownership & Relationship Management - Own the commercial relationship for a portfolio of accounts, including account plans, stakeholder alignment, and engagement cadence - Build relationships with key decision-makers and stakeholders (including C-level) and maintain a clear view of business priorities, risks, and opportunities - Facilitate quarterly/biannual business reviews (QBRs), success planning, and strategic roadmap discussions - Manage renewals, pricing discussions, contract negotiations, and commercial governance - Proactively identify account health risks (service, delivery, product, billing) and drive resolution with internal teams - Sales Leadership & Revenue Growth - Lead the full sales cycle: Discovery, Qualification, Solution Shaping, Proposal Development, and close - Develop and execute account growth strategies (upsell/cross-sell/new business), aligned to customer needs and strategic targets - Identify opportunities within new and existing clients' customers and coordinate prospecting across all business functions, subsidiaries, or geographies - Create compelling value propositions and business cases; quantify ROI and total cost of ownership where relevant - Maintain strong competitive awareness and position solutions effectively - Pipeline, Forecasting & Reporting - Build and manage a healthy pipeline with clear stages, next steps, close dates, and success probabilities - Own accurate forecasting (weekly/monthly/quarterly), including pipeline coverage and deal risk assessment - Track performance against targets (revenue, margin, retention, pipeline generation) and report insights and corrective actions - Ensure sales pipeline hygiene and compliance (activities, notes, contacts, opportunities, proposals, contract details) - Cross-Functional Commercial Orchestration - Coordinate internal stakeholders (delivery, customer success, finance, legal, operations, product/technical teams) to align on scope, pricing, resourcing, and timelines - Ensure smooth handover from sales to delivery and maintain accountability for customer outcomes - Collaborate with marketing on account-based campaigns, events, case studies, and reference management - Influence product/service improvements by feeding back customer insights, objections, and market signals - Customer Value, Retention & Contract Management - Drive customer adoption, ensuring solutions deliver measurable value - Monitor service performance and customer satisfaction; manage escalations with urgency and professionalism - Manage contractual obligations, SLAs, change requests, and commercial amendments - Improve gross margin and account profitability through scope discipline, pricing integrity, and proactive renewal planning - Team/Leadership Contributions (Depending on Structure) - Provide mentorship, deal support, and best-practice guidance to other sales/account team members - Contribute to sales playbooks, pricing guidance, proposal templates, and enablement materials - Support territory planning, lead routing, and prioritization decisions Attributes - Core Attributes: - Strategic account planning and relationship building - Consultative selling and discovery (needs analysis, solution fit) - Commercial acumen (margin, pricing, TCO/ROI) - Negotiation and objection handling - Pipeline management and forecasting discipline - Stakeholder management and cross-functional leadership - Executive communication and presentation skills - Attention to detail and compliance to internal processes and procedures - Self-starter, and motivated to gain sales - Problem-solving, resilience, and urgency in execution - Behavioural Attributes: - Customer-first mindset with strong ethics and integrity - Ownership mentality: accountable for outcomes, not just activities - Data-driven decision-making and attention to detail - Collaborative and able to influence without authority - Comfortable with ambiguity and changing priorities