Sales&Account Manager, Centurion

Overview The Sales and Account Manager owns the commercial relationship for a defined portfolio of customers and drives new revenue growth.

This role is responsible for:

Retaining and expanding existing accounts

Identifying and closing new opportunities

Build relationships with customers and gain insights in strategic direction, existing problems and act as trusted soundboard

Leading the sales process end-to-end and partnering internally to ensure successful delivery and long-term customer value

Manage a sales pipeline target and record and administer the opportunities in the SAP Opportunity Applications and Westrocon ERP

Requirements

Relevant Tertiary Qualification (Business, Sales/Marketing, Finance, IT, or similar) Masters or advanced degrees preferred

Proven experience in Account Management and B2B Sales (typically 5+ years, adjust as needed)

Demonstrated track record of meeting/exceeding revenue targets and managing renewals/expansions

Strong negotiation experience with contracts, pricing, and commercial terms

Detailed orientated and self-starter

Experience selling solutions/services with multi-stakeholder decision-making and longer sales cycles

Experience and knowledge of the SAP Product Portfolio or software and subscription sales in general is required

Preferred (Industry Specific)

Experience in IT services, SAP preferred, consulting, SaaS, enterprise software, or a comparable solutions environment

Responsibilities 1. Account Ownership&Relationship Management

Own the commercial relationship for a portfolio of accounts, including account plans, stakeholder alignment, and engagement cadence

Build relationships with key decision-makers and stakeholders (including C-level) and maintain a clear view of business priorities, risks, and opportunities

Facilitate quarterly/biannual business reviews (QBRs), success planning, and strategic roadmap discussions

Manage renewals, pricing discussions, contract negotiations, and commercial governance

Proactively identify account health risks (service, delivery, product, billing) and drive resolution with internal teams

2. Sales Leadership&Revenue Growth

Lead the full sales cycle: Discovery, Qualification, Solution Shaping, Proposal Development, and close

Develop and execute account growth strategies (upsell/cross-sell/new business), aligned to customer needs and strategic targets

Identify opportunities within new and existing clients' customers and coordinate prospecting across all business functions, subsidiaries, or geographies

Create compelling value propositions and business cases; quantify ROI and total cost of ownership where relevant

Maintain strong competitive awareness and position solutions effectively

3. Pipeline, Forecasting&Reporting

Build and manage a healthy pipeline with clear stages, next steps, close dates, and success probabilities

Own accurate forecasting (weekly/monthly/quarterly), including pipeline coverage and deal risk assessment

Track performance against targets (revenue, margin, retention, pipeline generation) and report insights and corrective actions

Ensure sales pipeline hygiene and compliance (activities, notes, contacts, opportunities, proposals, contract details)

4. Cross-Functional Commercial Orchestration

Coordinate internal stakeholders (delivery, customer success, finance, legal, operations, product/technical teams) to align on scope, pricing, resourcing, and timelines

Ensure smooth handover from sales to delivery and maintain accountability for customer outcomes

Collaborate with marketing on account‑based campaigns, events, case studies, and reference management

Influence product/service improvements by feeding back customer insights, objections, and market signals

5. Customer Value, Retention&Contract Management

Drive customer adoption, ensuring solutions deliver measurable value

Monitor service performance and customer satisfaction; manage escalations with urgency and professionalism

Manage contractual obligations, SLAs, change requests, and commercial amendments

Improve gross margin and account profitability through scope discipline, pricing integrity, and proactive renewal planning

6. Team/Leadership Contributions (Depending on Structure)

Provide mentorship, deal support, and best‑practice guidance to other sales/account team members

Contribute to sales playbooks, pricing guidance, proposal templates, and enablement materials

Support territory planning, lead routing, and prioritization decisions

Attributes Core Attributes

Strategic account planning and relationship building

Consultative selling and discovery (needs analysis, solution fit)

Commercial acumen (margin, pricing, TCO/ROI)

Negotiation and objection handling

Pipeline management and forecasting discipline

Stakeholder management and cross‑functional leadership

Executive communication and presentation skills

Attention to detail and compliance to internal processes and procedures

Self‑starter, and motivated to gain sales

Problem‑solving, resilience, and urgency in execution

Behavioural Attributes

Customer‑first mindset with strong ethics and integrity

Ownership mentality: accountable for outcomes, not just activities

Data‑driven decision‑making and attention to detail

Collaborative and able to influence without authority

Comfortable with ambiguity and changing priorities

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