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Key account manager - Stockholm Sweden

Spigraph Group is the leading provider of intelligent scanning, capture and document process solutions in EMEA. Spigraph Group is headquartered in St-Quentin-Fallavier, France, with sales and service organizations across 20 countries in Europe, the Middle East and Africa. Spigraph Group serves approximately 6,000 authorized partners and more than 40,000 customers in over 40 countries.

Key Account Manager – Stockholm Sweden

 

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  Target of role / position

  • Support existing customers in their business, recruit new resellers and help grow the group’s overall hardware-, software- and service business with the assigned accounts.
  • The role’s focus is on growing business via the reseller partner network (grow “share of wallet”) as well as identifying and winning large end-user opportunities through this network.

 

 Responsibilities

  • Work with reseller sales reps to increase Spigraph Group business
  • Demonstrate products for reseller sales reps
  • Teach sales reps how to use sales and marketing tools effectively
  • Keep resellers up-to-date on new products/promotions
  • Make joint end-user calls with reseller sales reps
  • Encourage sales rep to set up calls
  • Represent Spigraph Group, but position the reseller sales rep as the day-to-day resource for the end user
  • Document all customer activity in company CRM system according to company policy
  • Promote current campaigns and SPIGRAPH GROUP activities
  • Coordinate Spigraph Group resources to serve resellers efficiently
  • Identify and close end-user opportunities
  • Call users who have stated an interest in the products in order to fully understand the opportunity
  • Make end-user visit to present the solution and SPIGRAPH GROUP as a company
  • Identify the best partner to fit end-user needs
  • Present the opportunity to the partner and insure full buy-in on the products
  • Present together with that partner
  • Follow up, as needed, to make sure end-customer is well-served
  • Ensure end-user will serve as a reference and supports publication of a success story
  • Promote new products and recruit new channel partner for these products
  • Set goals and develop business plan together with the reseller
  • Conduct regular business reviews with the reseller
  • Network with ISVs, opinion leaders, consultants to promote Spigraph Group products and services and help identify the best possible solution and best possible partner for an end-user
  • Send in reports, forecasts, information, etc. according to the required dates / deadlines
  • “Housekeeping”
  • Analyze one account per week and decide action plan
  • Review target achievement once a week and decide action plan
  • Review pipeline status for following Q once a week and decide action
  •  Review pipeline for the current Q once a week and decide action
  • Review current campaigns and decide action

 

 Accountabilitie

  • Deliver according to quarterly plan
  •  Number of qualified new resellers
  • Product GP and related maintenance revenue
  • Input all activities into the Spigraph Group CRM database
  • Product mix

 

 Requirements for role profile

  • 5-7 years sales experience within the IT industry
  • Preferably knowledge of Document Capture segment and/or solution sales
  • Strong communication, negotiation and sales skills
  • High level of commitment and focus on execution – performance oriented
  • Fluency in English, any other language is an advantage

 

Please send your complete application documents including your earliest possible starting date and your salary expectations to hr@spigraph.com.

Spigraph Group
hr@spigraph.com

www.spigraph.com