Company description / JD introduction

One of our Clients is a Fortune 500 company in the Information Technology business with a mixture of customer base - Partners, SMBs, Public sector, Large and Key customers giving access to a variety of business activities. We are covering full range of OTC processes starting from the contract set up, through the billing and query management until the point the payment is made and booked. We maintain a solid core team with 5 to 12 years of experience, great professional involvement securing strong business outcome and expansion potential.

Responsibilities/ Tasks

Main focus:

• Lead the implementation of initiatives and programmes that deliver improved Post Sales Annuity performance
• Provide Subject Matter Expertise on post sale dynamics, opportunity areas and best practise for both direct and channel business
• Provide insight on analysis and inform on root causals for trends, identify areas for improvement and implement actions to address
• Lead cross collaboration efforts (Delivery, CE, sales, finance) to improve post sales performance from both revenue and profit perspective
• Ensure Annuity Performance is front and centre within country management process
• Deliver visibility and clarity to the Go-To-Market organisations on the performance hydraulics specific to the country.
• Contribute to the formulation of strategies to mitigate potential issues, improve trends and exploit growth opportunities.
• Annuity Toolkit
• Provide input and feedback to central team to ensure required tools, information and insights are available to deliver performance clarity and appropriate actions
• Act as Subject Matter Expert with GTM communities on the availability and deployment of tools and reporting that support improved annuity performance
• Utilise available information to educate and support other teams whose actions influence post sales annuity e.g. pricing community
• Support the Go-To-Market implementation of Annuity related programmes (pan-European and / or localised) through engagement with, and influence of, appropriate teams. Track performance of the initiatives and compliance.
• Contribute to the development and deployment of robust processes to support revenue retention and growth.
• Assist with the effective implementation of compensation plans, rebates and incentive tactics that support improved annuity performance
• Support effective sales coverage; flagging uncovered MIF and ensuring remediation actions taken
• Manage an effective Loss Management Process to understand the root causals behind MiF / Customer losses
• Responsible for In-Country programme communication, ensuring effective communication flow in all directions, covering status, progress, achievements and improvements required
• Oversee implementation and running of effective management process that focusses on annuity performance improvement

Experience/Exposure

• Experience in a similar position needed
• Experience in Project management

Education/certification

• High school degree is a must;
• University degree (Bachelor and/or Master) is an advantage.

Key Skills Required 

• Fluency in English and French
• Bachelor’s Degree in Business Administration or other related field
• Experience in a similar position needed
• Experience in Project management
• Ability to interface with multiple groups and create a common understanding of information requirements as well as the capability to create and maintain processes and tools to deliver them
• Ability to lead and successfully deliver complex, multifaceted programmes
• Able to communicate and influence at all levels internally
• Excellent communication and presentation skills
• Advanced Excel essential