KAM大客户经理

该职位来源于猎聘 岗位职责：

• Developing and maintaining an effective business, sales, and marketing plan for assigned territory
• 为指定区域制定和维护有效的业务、销售和市场计划
• Demonstrating a good understanding of the territory and its specificities
• 熟悉所负责的区域及其特点
• Managing and growing your portfolio of existing accounts, up and cross selling
• 通过追加销售和交叉销售，管理并实现现有客户组合的增长
• Prospecting and developing a new portfolio of clients (support of an Inside sales and marketing department)
• 寻找和发展新的客户组合(在内部销售和市场部门的支持下)
• Addressing targeted prospects through convincing of the benefit of our solutions, show its strategic use and demonstrate its value (ROI)
• 向目标客户展示我们解决方案的优势、战略用途及价值(ROI)
• Monitoring the competitive landscape at your customers and in the market you develop
• 监测客户和市场的竞争状况
• Managing a complex sales process (depending on complexity, your sales cycle can be up to 8 months)
• 管理复杂的销售流程(根据复杂程度，销售周期最长可达8个月)
• Leveraging of presales and customer success resources
• 利用预售和客户成功资源
• Retaining customers by your interpersonal skills, establish yourself as a true partner within your large customer’s organization
• 通过你的人际交往技巧来留住客户，并成为你的大客户的组织中真正的合作伙伴
• Attending events (conferences, exhibitions…), and representing the company at trade shows
• 参加活动(会议，展览…)，并代表公司参加贸易展览

任职资格：

• B.S. or B.A. degree, preferably in Sales and Marketing or Business Administration, or equivalent. Masters or MBA is a plus
• 本科或学士学位，市场营销或工商管理优先，或同等学历。 硕士或MBA更佳
• Knowledge of the Intellectual Property/Patent
• 具备知识产权/专利的专业知识
• Language skills: You are fluent in English and Chinese native speaker
• 语言技能:中英文流利
• Minimum 3 years of sales experience and account management
• 至少3年的销售经验和客户管理经验
• Proven top performer
• 高绩效实现能力
• History of continuously innovating on and improving sales processes and techniques
• 有不断创新和改进销售流程和技巧的工作经验
• Passion for customer relationship and leading edge technologies
• 对客户关系和前沿技术的热情
• Have prospecting skills and highly developed solution driven acumen
• 具有高级别客户开发技能和解决方案驱动的敏锐性
• Mastering of closing deals with C-level
• 有能力与公司C级人员沟通并签约
• Training in “solution” or “customer-centric” selling
• 培训“解决方案”或“以客户为中心”的销售
• Experience selling to industry, financial services, B2B industries, and public entities
• 有向行业内、金融服务、B2B行业和公共机构销售的经验
• Excellent presentation, negotiation and communication skills
• 优秀的表达、谈判和沟通能力
• Completely at ease to report, forecast and plan its activity using a CRM
• 熟练使用CRM报告，预测和计划销售活动