Account Manager
Istanbul, TR
Job Title
Account Manager
Job Scope
We are seeking a highly motivated and technically astute Technical Sales Account Manager to drive sales growth for our innovative enterprise software solutions at MBCOM Technologies. The ideal candidate will possess a strong blend of sales acumen and deep technical understanding, enabling them to act as a trusted advisor to clients. This role involves managing key client accounts, identifying new business opportunities, achieving sales targets, and providing technical expertise throughout the sales cycle, particularly in areas like Network Observability, Enterprise Automation, Value Stream Management, AIOps, and DevOps solutions.
Main Duties and Responsibilities
Develop and execute strategic sales plans to achieve sales targets and expand our customer base within assigned accounts or territory, leveraging technical insights to identify client needs.
Build and maintain strong, long-lasting relationships with key stakeholders and decision-makers, including technical leads and architects, in client organizations.
Proactively identify and pursue new sales opportunities with both existing and prospective clients, understanding their technical challenges and business objectives.
Serve as a key advisor and product advocate for our solutions, addressing client technical queries, overcoming objections, and conducting in-depth technical discussions.
Effectively articulate the value proposition and technical aspects of our enterprise software solutions, demonstrating how they address client requirements in areas including (but not limited to):
- Network Observability & Management (e.g., solutions comparable to AppNeta, DX NetOps)
- Enterprise Automation (e.g., comprehensive Automation Solutions)
- Value Stream Management (e.g., platforms like Clarity, Rally, ValueOps ConnectALL)
- AIOps & Observability (e.g., tools such as DX Application Performance Management, DX Operational Intelligence, DX Infrastructure Management)
- DevOps / Application Development (e.g., software like Agile Requirements Designer, Service Virtualization, Test Data Manager)
Deliver technically compelling and customized product demonstrations, presentations, and sales proposals tailored to specific client use cases and technical environments.
Lead technical aspects of contract negotiations and contribute to closing agreements to maximize profitability.
Manage the entire sales cycle from lead generation and qualification to deal closure and ensuring a smooth handover to post-sales/implementation teams.
Collaborate closely with pre-sales engineers, product development, and engineering teams to ensure customer success, provide market feedback, resolve complex technical issues, and contribute to solution design.
Maintain accurate records of all sales and prospecting activities, technical requirements, and client interactions within the CRM system.
Provide regular and accurate sales forecasts and technical win/loss analysis to sales management.
Stay current with industry trends, emerging technologies, market activities, competitor solutions, and new developments in the enterprise software landscape.
Position Requirements
Education
Bachelor’s degree in Business Administration, Sales or any other related field.
Experience
Proven track record of success in B2B technical sales management, pre-sales, or solutions architecture roles, specifically in enterprise software, SaaS, or complex technology solutions.
Minimum 5 years of experience in a client-facing technical sales or account management role.
Strong technical aptitude and deep understanding of enterprise software solutions like Opentext or BMC, architectures, and concepts, particularly in one or more of the following domains:
- Network Performance Monitoring, Management, and underlying technologies.
- IT Automation, Process Orchestration, and integration techniques.
- Agile Project Management, DevOps principles, and Value Stream Optimization.
- Application Performance Management (APM), AIOps, IT Infrastructure Monitoring, and cloud monitoring.
- Software Development Lifecycle (SDLC) tools, CI/CD pipelines, and testing methodologies.
Demonstrable ability to communicate, present, and influence key technical and business stakeholders at all levels of an organization, including executive and C-level.
Excellent ability to understand, articulate, and demonstrate complex technical concepts to both technical and non-technical audiences.
Experience in preparing and delivering technical presentations and demonstrations.
Strong problem-solving skills and the ability to design or architect solutions to meet client needs.
Bachelor’s degree in Computer Science, Engineering, Information Technology, Business Administration, Marketing, or a related field (or equivalent practical experience).
Proficiency in using CRM software (e.g., Salesforce) and other sales productivity tools.
Ability to work independently with a high degree of self-motivation and a results-oriented mindset.
Excellent listening, negotiation, and presentation skills.
Strong verbal and written communication skills.
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