Senior Account Manager

We are a global provider of Azure consulting and development services. Our long-term Microsoft Partnership earned us the status of Azure Expert Managed Services Provider, 8 Advanced Specializations, and 15 Gold Competencies. In February 2022, we became part of SoftwareONE, a leading global provider of end-to-end software and cloud technology, forming their largest Azure Cloud practice center.

We use full-stack Microsoft technology to inspire a self-managed culture and empower employees and organizations alike to achieve greater productivity and purpose.

Our work is driven by 4 key values:

  • Act with care - teamwork is our priority and mutual support is our strength. We play a team game
  • Be one step ahead - we take responsibility without hesitation and act proactively, predicting next steps and their consequences
  • Be a challenger - we always look for ways to do things better and help others do the same, even if it means saying "no"
  • Make it happen - guided by a self-managed approach and mutual trust, we deliver on our promises.

If this sounds like the perfect environment for you - don't hesitate and apply today.

Responsibilities:

Strategic and Business Development 

  • Execution of Predica company strategy as well as build new business development opportunities in line with strategy in DACH region,
  • Be Account Owner for 1-5 key clients (1 existing and new clients as the region grows),
  • Grow client network on C-Level and below,
  • Hands-on execution of business development and sales activities for your clients,
  • Orchestration of internal Predica Teams and resources,
  • Develop good business relationships with the local Microsoft office,
  • Prioritize and balance between projects ("cash cow", "strategic" etc.) with the Director DACH,
  • Account planning and execution of account plans.

Pre-Sales & Sales 

  • Hands-on execution of sales processes– 90% of your time must be client focused! 
  • Drive a consultative sales process to success (new, up-sell, cross-sell); Hands on action to close biggest opportunities,
  • Run and facilitate scoping workshops and design sessions with clients together with colleagues,
  • Negotiate contracts (scope, schedule, pricing, terms) with clients,
  • Prepare/ Support Scope of work, Schedule, and Pricing documents,   
  • Collaborate and use marketing and lead generating services available from our Client Growth Business Unit in HQ.

Operational 

  • Establish and develop business relationship with key people at clients (stakeholder map),
  • Establish and develop relationship with Predica delivery teams, especially engagement managers (EM), project owners (PO) and tech. architects (TA),
  • Overseeing Net Profit of the engagements within Client portfolio,
  • Identify and mitigate risks and bottlenecks at client opportunities and engagements, 
  • Work with marketing to align our marketing message and value proposition to the relevant Client(s) market to help you in business development. 

Requirements:

Business Development 

  • Sales/business development role in high-growth (30-50% YoY) mid-to-large sized (100-100’000FTE) IT provider company,
  • Proven experience of managing relationships with C-Level/ senior decision makers and growing clients in multi-technology area,
  • Experience in both “doing all yourself selling” and “orchestrating a small sales bid team”,
  • Recent hands-on experience closing consulting or project sales of at least 5 big engagements for private enterprise clients,
  • >5 years’ experience and proven track record of selling B2B IT professional and managed services on Microsoft technology stack – from 100kUSD to 50mlnUSD+ to enterprise clients (10’000FTE+),
  • 5+ years’ experience in a DACH market,  
  • Experience of creating and managing relationships with external partners (ideally Microsoft),
  • Experience as management consultant or digital advisor working with medium and large international enterprises is an advantage.

Technology  

  • Passion for Microsoft Azure cloud,
  • Good level of understanding of IT solutions within one of following domain/areas: “Azure Development”, “Data & AI”, “Cybersecurity” or “Cloud infrastructure” is an advantage.

Attitude  

  • Entrepreneur, self-starter mindset,
  • Passion and drive to learn,
  • Willingness to travel 10-20%,
  • Constantly works on improving soft and hard skills.

Soft skills 

  • Ability to coach people on how to sell and manage complex consulting projects, 
  • Good networking skills,
  • Good presentation and communication skills, 
  • Strong decision making and problem-solving skills,
  • Good negotiation skills.

Qualifications 

  • Bachelor or master’s degree (B.Sc./M.Sc.) in Computer Science, Economy, Marketing or equivalent,
  • Fluent in English, and ideally in local language (German).

We offer:

  • 8000 PLN/1750 EUR
    self-development budget
  • Net profit bonus
  • International projects
  • The option to work from
    home/hybrid/office with
    flexible working hours
  • Hardware budget
  • Mentorship
  • Globetrotter bonus
  • Clear career path
  • Additional benefits
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