Strategic Account Manager

Location: Colombia

Role Mission

Lead the prospecting, development, and consolidation strategy for Top Accounts in Colombia. The objective is to position a high-value technology portfolio through a consultative sales approach that builds long-term trusted relationships and drives profitable business growth (Upselling/Cross-selling).

Key Requirements and Experience

• Education: Bachelor’s degree in Business Administration, Engineering, Marketing, or related fields. MBA or specialization in Commercial Management/Sales (preferred).
• Experience: Minimum of 6–8 years in consultative technology sales, with at least 4 years managing complex corporate accounts in Colombia.
• Methodologies: Strong command of frameworks such as MEDDICC, Challenger Sale, and SPIN Selling.
• English: Advanced level required to interact with international partners and vendors.

Main Functions and Responsibilities:

• Strategic Management: Develop and execute annual account plans (Account Planning) to ensure portfolio retention and expansion.
• C-Level Engagement: Establish and maintain direct relationships with key decision-makers (CIO, CTO, CFO, CISO).
• Complex Sales Cycle: Lead the entire process from prospecting to closing multi-year contracts, coordinating pre-sales, architecture, and delivery teams.
• Business Case Development: Build value propositions aligned with the client’s critical operations, demonstrating Return on Investment (ROI).
• Governance: Define tracking models such as QBRs (Quarterly Business Reviews) and executive committees to measure delivered value.

Competencies and Tools

• Hunter Profile: Ability to generate new opportunities (Hunting).
• Data Analysis: Advanced use of CRM tools (Salesforce/HubSpot) and commercial metrics analysis.
• AI-Driven B2B Sales: Openness to leveraging Artificial Intelligence tools to optimize prospecting and proposal personalization.

Success Metrics (KPIs)

1. Revenue Quota: % achievement of assigned sales targets.
2. Pipeline Health: % of opportunities with a solid and approved business case.
3. Profitability: Actual margin vs. committed margin in contracts.
4. Expansion: Account growth through cross-selling and upselling.
5. Relationship Strength: % of key accounts with an identified and active C-level sponsor.