[Hiring] Sales & Account Manager @Westrocon

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