Senior Account Manager

Job Title

Senior Account Manager

Job Scope

We are seeking a high-performing Senior Strategic Enterprise Account Manager to manage and grow a portfolio of South Africa's largest financial services organisations.

The successful candidate will own executive relationships, drive renewal and expansion opportunities, lead complex enterprise negotiations and work closely with channel partners, technical specialists and vendor teams to accelerate customer adoption and revenue growth.

The ideal candidate will have experience selling enterprise infrastructure, cloud, virtualisation, hybrid cloud, cybersecurity or software subscription solutions into C-suite and senior technology decision makers.

Main Duties and Responsibilities

Strategic Account Leadership

• Own executive relationships across assigned enterprise accounts.
• Build and execute multi-year account plans.
• Maintain relationships with CIOs, CTOs, Heads of Infrastructure, Procurement, Security and Architecture leaders.
• Develop trusted advisor status within customer organisations.

Revenue Growth

• Achieve annual revenue and margin targets.
• Drive new business, expansions, renewals and competitive take-outs.
• Identify cross-sell and upsell opportunities.
• Build qualified pipeline sufficient to exceed quota attainment.

Renewal & Commercial Leadership

• Lead complex enterprise renewal motions.
• Manage commercial negotiations and pricing discussions.
• Coordinate legal, procurement and vendor stakeholders.
• Develop risk mitigation plans for strategic renewals.

Executive Engagement

• Conduct executive business reviews.
• Prepare board-level and C-suite presentations.
• Lead customer workshops and strategic planning sessions.
• Position technology transformation initiatives aligned to business outcomes.

Partner & Ecosystem Management

• Work closely with partners.
• Influence partner-led opportunities.
• Drive joint account planning and execution.

Forecast & Deal Management

• Maintain accurate CRM hygiene and forecasting.
• Manage pipeline reviews and executive reporting.
• Drive deal progression through internal approval processes.
• Ensure forecast accuracy and compliance.

Competitive Positioning

• Position VMware by Broadcom solutions against Nutanix, Red Hat, Microsoft Azure Local, Dell PowerFlex and Open-source alternatives
• Develop business cases and ROI justifications.
• Lead customer discussions around modernisation and cloud strategy.

Position Requirements

Education

Bachelor’s degree in Sales and Marketing or any other related field.

Experience

Essential

• 10+ years enterprise technology sales experience.
• Minimum 5 years managing large financial services organisations.
• Proven experience selling into South African banking or insurance sectors.
• Experience managing executive relationships.
• Strong commercial negotiation capability.
• Forecasting and pipeline management expertise.

Preferred

• VMware/Broadcom experience.
• Hybrid cloud experience.
• Infrastructure software sales experience.
• Enterprise licensing experience.
• Subscription-based revenue model experience.
• Experience working through channel and distribution ecosystems