Account Director

The role has ultimate relationship and engagement accountability for one of Australia’s most iconic brands in Optus Business’ Strategic Accounts. In doing so the requirement will broadly be to grow OB and Group Enterprise capability to service and grow this outsourced managed account.  This encompasses developing business and growing revenue, profit, market share and return on capital and the development of innovation as part of the product development lifecycle via early adoption, anchor tenants.

 

Coupled with the above, the role has regional accountability for building and maintaining relationships to establish ongoing business opportunities over 3 years plus.  The role will be responsible for accelerating growth in a large complex customer through dedicated & focused resources.  You will leverage trusted relationships to grow but also sell new OB services into account (Co-creation); Co-creation strategies include proof of concepts and product development and innovation lifecycle work.

 

Externally, you will be required to engage with the group executives and IT line management of strategic account customers and our partners to build out the trusted environment in the account, that project and service delivery teams can execute within.  Within the industry and market place be the spokesmen for our growing ICT, Managed Services and outsourcing capability.

 

This role has leadership responsibility for dedicated indirect resources.

 

Additionally, the role has primary accountability for Customer Satisfaction measured via the Voice of Customer, shared with the Service Management team. Dedicated Strategic Account resources under direct management will grow over time to include Account Managers, Customer Account Executives, BDMs and Sales Support roles.

 

We’re looking for a highly successful individual who can demonstrate a successful track record in the following areas:

  • Substantial relationship sales management experience within the IT or Telecommunications background with several years at Account Director or appropriate level
  • Substantial experience in a relationship / strategic selling environment.  This experience should include experience in the development of long-term business relationships, and the development of strategic business plan
  • Proven sales track record in achieving growth through acquisition strategies and sales teams and customer loyalty in relationship-based market segments
  • Strong understanding of ICT Managed Services, including key vendor/partner capabilities, to present holistic technology offerings to the customer
  • Strong history in taking responsibility for Commercial Governance at all levels (L1-L3), and driving actions and accountability in a structure and disciplined way

 

Optus believes in the strength of a vibrant, diverse and inclusive workforce where backgrounds, perspectives and life experiences of our people help us innovate and create strong connections with our customers.

 

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