Job Description

Reporting to the Vice President, Global Accounts, the Global Account Manager (GAM) is the manager for a specific Global Account within the Global Accounts Team and the multi-disciplinary team aligned to the account. You are responsible for directing dedicated and matrixed resources to the account with the objective to build a sustainable and ever growing level of business for iDirect with the key account. The GAM is responsible and accountable for both the revenue and the profit and loss (P&L) as it pertains to the key account, including preparation of business cases and investment proposals, making informed business decisions and providing key account financial reporting.

The GAM is holistically responsible for iDirect’s engagement with the Global Account end-to-end. This includes being responsible and accountable for not only commercial orientated resources and staff but also program management, pre-sales engineering, post-sales engineering (embedded engineering) and network services. In addition, the GAM will draw on matrixed resources external to the Global Accounts Group, but aligned to its business objectives, including but not limited to Marketing, Product Management, Finance, Implementation, and TAC and SET. The GAM will also directly interface with regional sales teams to achieve both current and future revenue and strategic objectives.

The GAM ensures the establishment of positive, productive relationships and provide leadership to obtain maximum sales revenues and attain objectives key to the success of the Global Account Team.

Responsibilities:

• Manages a multi-disciplinary cross functional team assigned to each client.
• Executes Global Account Management strategy to help transform the organization.
• Maintains responsibility for the commercial health of the relationship with the Global Account; executes against defined KPI structure for Revenue Plan and Profitability.
• Focuses on big picture and transformational infrastructure deals internally orientated around key relationships with Global Account’s internal business units.
• Looks at key commercial initiatives that extract more value for company and build a bigger footprint for us in the account – transformational engagement.
• Enables Regional Sales Team to achieve revenue goals with the Global Accounts.
• Maintains responsibility for the Strategic Account Plan coordinating cross functional resources to execute against the plan.
• Maintains responsibility for maintaining long term relationship with the Global Accounts and maximizing sales opportunities within them; acts as the key interface between the customer and all relevant departments.
• Plays an integral role in new business pitches; responsible for the development and achievement of sales through a defined sales strategy.
• Develops solid and trusting relationship between the major key client and company, quickly resolving key client issues and complaints as they arise.
• Establishes and oversees internal budgets within the Global Accounts Team and sets annual external budgets with the Global Account; knows what is planned for the forthcoming year from a budget perspective.
• Plans and presents reports on account progress, goals and quarterly initiatives to share with team members, stakeholders and Executive Management.
• Accurately forecasts revenue on an ongoing basis.
• Negotiates, executes and manages business agreements with the Global Account; writes business plans for all current and opportunity tender business.
• Builds solid internal relationships at ALL levels of Account Management, Finance, Operations and IT; develops credibility, collaboration and team work.

Required Knowledge, Skills, and Abilities

• 5+ years of experience functioning in at least a Manager level Sales or Account Management role.
• Previous experience as a Global Account Manager a plus
• Experience in satellite communications, networking or telecommunications.
• Strong commercial account management and relationship building skills.
• Experience of developing sales strategies and sales volume forecasts for this part of the sales function.
• Knowledge of Global Account Management at an implementation level or execution level.
• Experience managing, motivating and building multi-disciplinary teams.
• Highly self-motivated.