About the job
Overview
Role & Qualifications
Chakray’s account management will play a pivotal role in driving the company’s sales, business
development, and expansion efforts. Our account management team collaborates closely with technical
(Pre-sales), sales and engineering teams to ensure the success of enduring partnerships, continually
enhancing the value we deliver to our clients. Chakray is a technical service company specializing in
solving business challenges for medium to large organizations through middleware technologies and
integration.
Minimum Qualifications & Requirements
Diploma or Bachelor’s degree in Sales, Marketing, Business Administration, or a related field.
Experienced on relevant account management and inside sales experience, preferably within the
enterprise middleware industry.
Previous experience with WSO2 technology is considered a valuable asset.
Experience in managing large-scale client portfolios, collaborating with technical teams, and a
background in new business development and lead qualification.
Responsibilities & Skills
Pricing Strategy: Analyze pricing dynamics and develop effective strategies for all proposals,
including RFI/RFP responses.
Team Collaboration: Work with the Director of Sales to ensure global alignment and optimize
Chakray’s resources in driving strategies forward.
CRM Management and Documentation: Maintain accurate and consistent updates for all assigned
clients and ensure up-to-date records on the shared drive, including partnership contacts, contracts, and
client information.
Planning and Execution: Provide regular updates during meetings and on the shared drive, covering
weekly, monthly, and quarterly planning with the sales team (Director/Head of Sales) and Managing
Director.
Team Development: Support upskilling and training of existing team members in technical
requirements, working with project managers.
Customer Success: Act as a liaison between clients and the technical team to ensure satisfaction and
successful project delivery. Proactively address and resolve any issues that arise.
Market Research: Analyze market trends and competitor activities to identify growth opportunities
and refine sales strategies.
Sales Forecasting: Develop accurate sales forecasts based on pipeline data and market trends, and
work with the finance team to align with company targets.
Contract Negotiation: Lead negotiations with clients, ensuring favorable terms for Chakray while
maintaining strong relationships.
Client Onboarding: Oversee the onboarding process, ensuring a smooth transition from sales to
account management and ongoing support.
Strategic Thinking: Ability to develop long-term plans aligning with company goals and client needs.
Analytical Skills: Strong data analysis capabilities to drive decision-making and sales strategies.
Negotiation Skills: Proficient in negotiating contracts and terms to maximize value for both Chakray
and the client.
Technology Proficiency: Extensive experience with CRM systems like HubSpot and a solid
understanding of middleware technologies, API management, and integration platforms.
Key Performance Indicators (KPIs)
Monitor and ensure the accuracy of the overall opportunity pipeline.
Track and manage opportunities, including renewals, migrations, and expansions in new and existing
markets.
Identify and nurture new sales opportunities, including professional services and subscriptions for
Chakray’s technologies (e.g., WSO2, Boomi, Workato, Gravitee,ANKA).
Evaluate conversion rates for inbound SQL and MQL leads.
Actively manage and take ownership of bid and tender activities, closely monitoring and optimizing
closure rates.
Participate in key account planning and generate accurate pipeline and funnel reports.
Successfully complete all assigned and recommended training programs for Chakray technologies.
Collaborate with APAC and Africa sales teams to maintain high customer satisfaction and service
quality.
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