Strategic Account Manager

1 week ago

Gisborne, Gisborne, New Zealand Vodafone Full time

At Vodafone, we're revolutionizing the way customers use technology and connectivity. As a dynamic global community, our human spirit, together with technology, empowers us to build a better future.

Why Vodafone?

We challenge and innovate in order to connect people, businesses, and communities across the world. Our goal is to delight our customers and earn their loyalty by experimenting, learning fast, and getting it done together.

Our company culture encourages you to be truly yourself and belong, share inspiration, embrace new opportunities, thrive, and make a real difference.

Role Purpose
  • To manage and align affiliate and partner relationships, driving profitable and long-term revenue contribution, customer satisfaction, and increased market share from integrated product and service solutions and offerings.
  • Specific focus on building out go-to-market strategy and sell-through and reseller opportunities with our strategic partners.
Core Competencies
  • Deep understanding of the partner customer's business, its market, and industry alongside key decision-makers and influencers in account organization.
  • Ability to translate partner customer's objectives and strategy into relevant VGE propositions.
  • Experience selling across multi-tiers.
Key Accountabilities
  • Ensures delivery of all financial targets including revenue, market share, and net margin contribution, as well as responsible for the delivery of the P&L.
  • Responsible for developing and implementing partner/reseller account strategy to ensure delivery. Establishes appropriate relationships with Vodafone customer partners, leverages those relationships to win new business.
  • Key internal company liaison responsible for developing strong one-to-one long-term relationships with key decision-makers/influencers up to C Level.
  • Ensures virtual team works collaboratively with all other functions within Vodafone to drive the Vodafone Global Enterprise agenda and ensure alignment.
  • Supports new product and service solutions. Works in partnership with partner, reseller, and Vodafone customer fulfillment and pre- and post-sales areas to ensure seamless introduction of new product services and propositions to accounts.
  • Assesses customer, partner, and reseller market trends and provides timely and accurate revenue forecasting.
  • Ensures customer/partner representation at key VGE sounding boards such as Customer Advisory Board (CAB) and other key hospitality events (F1).
  • Decides quality levels, functionality, and capability of services for specific partner customers in conjunction with the Global Service Manager; ensures Service Improvement Plans are followed-up upon and that NPS targets are met.
  • In conjunction with Marketing develops a go-to-market strategy as indicated in Account Plan based on an appropriate understanding of customer situation, its needs, and industry trends.
  • Leads virtual team across Operating companies, geographies, and data. Works in partnership with the Global Service Manager (but has overall account responsibility).
  • Supported by Innovation Workshops, introduces new products and propositions to key decision-makers within the customer through relationship and stakeholder management at C level within all key customers. Understands upfront through engagement at the right business level the customer/partner's strategic and operational issues.
  • Actively participates in preparation of customer meetings designed for partner customer C level.
  • Liaises with Vodafone Global Enterprise Senior Management as required for executive-level sponsorship program.
Key Performance Indicators
  • Account Plan which is shared within Vodafone and ideally with partner customer.
  • Setup and maintain Share-of-Wallet report together with customer contracts and expirations.
  • OPA Operational Improvement Plans.
Key Qualifications
  • 5+ years successful global accounts/enterprise solution selling with strategic partners and resellers, or equivalent sales experience.
  • Demonstrated ability to influence at C-level.
  • University Degree.
  • Ability to lead and manage an international and distributed team.
  • Ability to think strategically and drive sales transformation programs.
  • Deep work experience in Telecommunications/IT Industry.
Compensation Range

Vodafone US Inc. is committed to providing fair, competitive, and market-informed compensation. The pay range above is the general base pay range for a successful candidate. The successful candidate's actual pay will be based on various factors, such as the candidate's qualifications, relevant experience, knowledge, skills, and abilities.

Vodafone US Inc. is pleased to offer our employees a robust benefits offering which includes a generous PTO policy (vacation, sick days, and one volunteer day), competitive tailored medical benefits, a market-leading global parental leave policy, incentive pay, retirement plan, and more. We also offer a monthly 'Spirit of Vodafone Day' where employees are encouraged to take time for personal development and learning.

Equal Opportunity Employer

We recognize and celebrate the importance of diversity and inclusivity in our workplace so that we are as diverse as the customers and communities we serve. We are an equal opportunity employer and value diversity at our company. We do not tolerate any form of discrimination especially related to but not limited to race, color, age, veteran status, gender identification, sexual orientation, pregnancy, ethnicity, disability, religion, political affiliation, nationality, indigenous status, medical condition, social origin, cultural background, social or marital status.

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