- Work cross functionally within the company to communicate with all stakeholders in customers' success- Create and maintain relationships with customers to better understand and achieve their needs- Make visits to our customers to identify opportunities for growth within our platform- Manage all reporting about the health of customers' accounts- Account management experience in software & IT sector- Articulate and well accustomed to a client facing role- Willingness and ability to travel around Spain.- Business level English

- Generate demand and develop high-quality funnels together with marketing & sales on solutions centered on IoT connectivity such as RFID, BLE, GPS, Lora or cellular.- Assess business impact of multiple technologies, solution, and deployment strategies- Create business plans aligned with broader business objectives- Achieve acquisition of new business target on identified international accounts of up to €700.000 per year.- Preparing and communicating a customer specific business case- Link with account teams and identify new and upsell opportunities- Craft win strategies to guide account team throughout the full sales cycle

The purpose of the rol is to assure profitability and commercial performance, by managing partners from an account point of view, and to manage commercial operations through external providers, ensuring end-to-end Sales process from an account point of view:- Assure vendor/s commercial targets compliance.- Participate in the design of the commercial plan and global.- Responsible for the implementation of the retribution model and sales plan on each vendor.- Responsible for the global vendor operation.- Manage external providers to assure excellence in operation in terms of commercial performance.- Enable execution of continuous improvement projects in the account (sales speech, sales ratio ,installation rate, recruiting and training process…) .- Co-create, design and measure cross projects that affect the whole account (Conversion, early churn, NPS)- Follow up of Commercial KPIs, e2e experience and efficiency follow-up.- Project management.- Define and execute vendors daily/weekly/monthly business reviews, in terms of performance, profitability and customer experience.- Benchmark and best practices implementation among different providers, campaigns…

- Identify sales prospects through call out days, and target identified accounts with specific promotions. - Build a qualified sales pipeline consisting of multinational corporate accounts new business, and existing accounts cross sell. - Achieve acquisition of new business target, as well as growing revenue on identified multinational corporate accounts of up to €1.5M per year.- Strategy planning for designated territory or industry vertical, account profiling, opportunity identification and qualification, commercial proposal, negotiation.- Targeting, opening dialogue and negotiating with C Level for average contract values between €25k and €1.5M. - Deliver accurate revenue forecast within 10% plus or minus accuracy.

- Responsible for the IBM Rational Software portfolio on both territories, Venezuela and Central America.- Developed strong relationships with customers and helped them realize the full potential of Rational Portfolio, facilitated usage and maximized revenue and retention.- Responsible for the development and execution of demand generation activities to meet defined pipeline and revenue targets, according to the IBM Rational Software sales strategy and goals.- Identified and developed new opportunities.- Qualified inbound and outbound sales leads.- Account and Territory Planning.- Quotes creation and forecasting.- Quota achievement.- Create, develop and implement sales strategies.- Plan, organize and manage all sales activities.- Maintain good long term relationship with customers, sales staff and Business Partners.- Evaluate market demand and try to meet customers needs and expectations.

- Providing support to the Account Managers team into selling Desca installation, configuration and outsourcing services; for customers from different sectors, such as service providers, government, banking and retail. These services were based on Cisco networking technology.- Quotes creation and forecasting.- Quota achievement.- Develop and maintain an ongoing professional relationship with new or existing customers- Prospect for and identify potential service sales opportunities- Prioritize service sales opportunities to determine in what order service sales opportunities need to be addressed.- Determine installation labor requirements and if they exceed in house capabilities develop installation subcontract bid packages and obtain subcontract quotations to be used in the cost estimate- Analyze customer needs and develop maintenance plan options for proposal to customer- Develop and implement sales strategies and tactics for individual service sales opportunities- Prepare sales quotations and proposals

- Worked closely with the sales team and carried out technical pre-sales activities including Demo’s, RFP’s, RFI’s, Proof of Concepts and Proof of Technologies.- Installed POC’s in client environments and ran technical demos.- Supported the sales teams during engagements by providing advice and solutions, or proposals optimized to meet customer technical and business requirements.- Developed relationships with the account managers, partners and customers in support of sales team objectives and engages and leverages team specialist resources as appropriate.- Completed required pre-sales documentation (configurations, business cases, services, presentations, justifications etc.) quickly and accurately.- Provided pre-sales support to IBM Business Partners, regarding the different solutions from the IBM Software Brands, such as Lotus, Tivoli, WebSphere, Information Management and Rational.- Quotes and forecasting.

- Provide Service Operations support to internal and external customers in accordance with the terms of the customer contract and SLAs.- Evaluates system potential by testing compatibility of new programs with existing programs.- Perform Change Management, Configurations, Design and Implementation of the supported Product & Systems.- Evaluates expansions or enhancements by studying work load and capacity of computer system.- Maximizes use of hardware and software by training users; interpreting instructions; answering questions.- Places software into production by loading software into computer; entering necessary commands.- Software development and database administration.

- Lotus Domino Application Development.- Workstations Installation and Configuration.- Lotus Domino Server Administration.- E-Learning Specialist.- Technical Support.

- Partnership with clients and advising them about how to use information technology in order to meet their business objectives or overcome problems.- Provide strategic guidance to clients regarding technology, IT infrastructures and enabling major business processes through enhancements.- Messaging and Collaboration platform support.Keywords: Internet of Things | Connectivity | 5G | IOT | M2M | Telco | Cloud | Innovation | Stay Connected | Broadband | Security | Carrier |Fiber | Texeira