Digital Services Account Director

Location: Hybrid / Dublin, Ireland
job type: Permanent / Full-time
Sector and subsector: Commercial & Marketing Sales
Salary: Negotiable salary

Overview

Viatel Technology Group is a complete Digital Services provider. We provide fully managed security, networking, cloud and communications services to servicing a wide range of clients across a variety of business sectors. Our Culture ensures a work environment where everyone can contribute equally and reach their full potential.

Our Values

Customers Love our Service

Excellence is our Mantra

Trust is our Force Multiplier

We Care Deeply

The Role Reporting to: Digital Services Sales Director

The purpose of the role is to win new clients and grow revenue and margin within an assigned portfolio of existing clients. This is a proactive sales role combining new business acquisition with account development, retention and a high-quality customer experience. The Account Director will identify, develop and close opportunities across both new and existing accounts, with a particular focus on growing recurring income to build a resilient platform on which the business can scale.

Key Responsibilities

• Proactively identify, prospect and win new clients through targeted outreach, networking, referrals and partner engagement, building a qualified pipeline of new business opportunities.
• Manage and retain an assigned portfolio of existing clients, developing account plans to win additional projects, cross-sell services and grow recurring revenue.
• Attending pre-sales meetings and negotiating all elements of commercial agreements for current and future projects.
• Own the full sales lifecycle for new and existing clients, from prospecting and qualification through solution development, proposals, negotiation and closing, followed by project oversight and after sales care.
• Liaising with key stakeholders within Client's organisations and with key members of the Viatel team to ensure that the customer experience is best in class and that Viatel is viewed as a valued service partner. This includes but is not limited to project commencement, progress update and change of specification meetings.
• Work with the clients to understand their business requirements and develop strategic roadmaps
• Work with marketing on targeted campaigns, lead generation and client case studies, converting engagement into qualified opportunities and new business wins.
• Ensure clear communication and expectation management throughout each engagement
• Liaise with support and project delivery teams to constantly look for upsell opportunities
• Manage Support Contract Renewal and uplifts
• Manage / be escalation for commercial decisions coming from the support and project delivery teams
• Manage and report weekly on a balanced pipeline of new client acquisition and existing account growth opportunities, with clear next steps, close plans and accurate sales forecasts.
• Consistent use of company CRM to record client and opportunity details and sales stages, relevant documentation etc.

Qualifications and Experience

• Minimum of 5 years' experience in a Sales role within the IT/communications Industry
• In-depth experience of planning and implementing sales strategies in the IT services industry.
• Proven track record of winning new clients, securing additional business within existing accounts and achieving sales targets in a deadline-driven work environment.
• Strong analytical and quantitative skills with an attention to detail.
• Ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.
• Strong commercial and negotiation skills with a proven ability to influence others.
• Strength in collaborative problem solving and issue-resolution.
• Excellent interpersonal and communication skills, at all levels, and highly articulate.
• Extensive knowledge of sales principles and practices
• Experience in the use of CRM and pipeline management
• Health Insurance Contribution
• Pension (company matched up to 5%)
• Income Protection
• Death in Service
• Maternity/Paternity Benefit
• Cycle to Work
• Discounted Broadband