Account Manager - Enterprise

at Sorenson Communications (VRS) in Chicago, Illinois, United States

Job Description

Description

Job Summary
The Account Manager - Enterprise leads F500 accounts in an assigned country, geographic territory and/or industry; understands a client's key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (computers, servers, storage, services, printers) with focus on growing the base business, complex solutions, and new business opportunities. Accounts may be managed remotely. Is supported primarily by presales and inside sales resources.This person will help define long-term organizational strategic goals, build key customer relationships, identify business opportunities, negotiate, and close business deals and maintain extensive knowledge of current customer priorities and market conditions.
The Account Manager - Enterprise will find potential new opportunities, present them, ultimately convert them into clients, and continue to grow business in the future in partnership with non-direct reporting resources. This role will also help manage existing clients and ensure they stay satisfied and positive. They call on clients, often being required to make presentations on solutions and services that meet or predict their clients' future needs. They also serve as leaders within the Enterprise sales team, setting the standard for performance and results, and assisting with the creation of new processes and structures.
Essential Duties and Responsibilities
Develops account plans and long-term sales pipeline to increase the company's market share.
Focuses on larger deals/opportunities and value and/or volume portfolio management and selling a range of company products and solutions.
Works with management to develop future business plans; independently determines methods for achieving plans.
Extensive time spent working with and leveraging a diverse set of external partners.
Builds strong professional relationships with key IT and business executives, including C level Executives.
Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
Contribute to business development initiatives that are consistent with the BU's overall strategy.
Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.
Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.
Develops business plan in conjunction with the customer.
Analyzes client industry and competitive research and information to facilitate rich client dialogue.
Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.
Directs and coordinates all activity on account(s).
Focuses on generating new business and builds, monitors and manages sales pipeline activity.
Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
Enters all opportunities in pipeline tool and updates them weekly.
Builds a list of customers willing to be a reference in person or print.
Ability to implement margin recovery activities/strategies.
Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
Identifies customer requirements, matches with company capabilities.
Other duties as assigned.
Supervisory Responsibility
This position has no supervisory responsibilities.
Travel Requirements
Travel Requirements: Less than 25%
Education
Minimum: High School Diploma or GED
Experience
5 Enterprise sales for hardware/software company
5 Quota-carrying account management roles
Knowledge, Skills, and Abilities
Knows how to motivate partners to sell our solutions.
Have excellent time management skills and presentation skills. Is the go to expert for the technology or solution being presented.
Strong high-level customer management relationship building, especially working with executives in lines of business, and sometime board level.
High level of negotiation skills at high level customer management.
Adept at advanced sales negotiations and positioning solution value under pricing pressures from customer IT and procurement professionals. Proactive presentation of value solutions.
Extensive partner organization intelligence and ability to work closely with multiple partners, to engage the client in business solutions.
Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
Expertise in managing end- to-end sales processes in complex, large deals.
Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
Strong... For full info follow application link.

Sorenson Communications is an EOE, Disability/Age Employer