Swiss Key Account Manager Data Management - Antal Switzerland

Outline: Tier one multinational data management company recognised as a global leader in its sector with well-established offices and a Swiss presence of more than 50 people.

The Situation The client was looking to fill a vacant role as the previous account manager had left for a new position in the same company. One challenge for the company which was well established was that the product offering was associated with previous-generation solutions, despite having developed leading-edge new technologies so, attracting younger and dynamic sales managers with relevant experience within the regional ecosystem was key. Another challenge was that Switzerland had a major shortage of sales managers in the IT industry.

Candidates Profile Summaries:

Key Account Manager

• Excellent knowledge of the Swiss IT industry ecosystem with local language mother tongue and excellent English

• Proven track record in selling complex software and cloud solutions, managing RFPs and making complex proposals with channel partners.

• Ability to manage multiple accounts and manage channel partner relationships

• Farmer skill set able to grow business at existing account yet also able to bring in new clients.

• Ideally with a technology/engineering degree and an MBA Search Process

• Roles advertised on Antal.com • Linked In advertising and promoted on social media

• Leverage Antal Geneva’s international sales management networks and candidate databases

• Use of advanced candidate search techniques

• Thorough selection process, candidate interviews, referee checks, and submission of 6 profile recommendations to client Result

• 6 candidates interviewed, profiles and submitted within one week of the start of the search, including successful candidate

• Hiring process was delayed due to the Client’s internal management changes

• Maintained candidates’ interest in the role through delays

• Candidate started work four months after the initial Antal Geneva Interview

Source: Case study submitted by our team in Switzerland, December 2020 Led by Managing Partner, Peter Wharton