Account Manager

Canon Business Service Centre (CBSC) is an established IT and BPO provider, currently providing services through sales channels (Canon Business Services ANZ and Canon Australia) in Australia and New Zealand.  CBSC is expanding it’s market coverage by introducing Canon Asia as a new channel to market.  This role is multi-faceted, responsible for establishing the channel, partnering with Canon Asia to develop the go to market plan and supporting specific sales opportunities and customers.

In addition to this, the Account Manager will be the key point of contact for all Offshore Managed Services opportunities for the Australian and New Zealand markets.

This role involves managing and nurturing client relationships, liaising with the Operations Teams for the timely and effective delivery of services, and collaborating with internal and external stakeholders to optimize processes and achieve organizational goals. The Account Manager will also be tasked with identifying opportunities for growth and contributing to the overall success of the team and company.

About this role
 

Customer Relationship Management:

• Act as the primary point of contact for Canon Asia for sales opportunities, ensuring their needs are met and addressing concerns promptly.
• In partnership with Canon Asia, own the relationship between CBSC and the end customer.  Act as the key relationship escalation point for Canon Asia customers utilising CBSC services
• Proactively engage with customers and stakeholders across Asia
• Build and maintain strong relationships with customers, vendors, and key stakeholders to foster collaboration and trust.
• Work with the customers to identify opportunities for growth

Partner Relationship Management:

• Work with Canon Asia to establish and measure the success of a joint go to market plan
• Provide training and support to Asia to ensure they are equipped to sell our services
• Act as the primary point of contact for Canon Asia for sales opportunities, ensuring their needs are met and addressing concerns promptly.
• Monitor Canon Asia’s performance against the plan and adjust as necessary
• Drive bi-annual Strategic Reviews
• Sales and Opportunity Management:
• Proactively work to identify opportunities and manage new opportunities that come through Canon Asia or through lead generation channels.
• Provide input into qualification criteria and assist offshore sales teams with deal qualification
• Own CBSC pricing as an input to offshore sales proposals
• Prepare and deliver proposals and presentations to customers
• In partnership with offshore sales teams, negotiate contracts and close deals
• Assist the AU/NZ onshore teams with OMS opportunities that arise, supporting growth and service delivery alignment across regions.
• Focus on driving growth in OMS, with a variable component tied to OMS growth in terms of dollar performance.
• Achieve Sales Targets and KPI’s
• Responsible for Sales Force (SFDC) Pipeline Management including target tracking
   

Subject Matter Expertise:

• Develop a strong understanding of the Canon Business Services capability, and value propositions