Job Description
Job Purpose
This position reports to the Director of Sales, Sales Vice President, Vice-President of Sales, or Branch Manager and is responsible for driving all aspects of the sales process to specific customers within the assigned module / vertical customer segment.
The Senior Account Manager is the primary contact for all face-to-face proactive sales efforts for all network services, IT professional services, IT managed services, hardware related IT products, and is responsible for the overall customer relationship.
This position interacts with and provides resources to all levels of sales and sales management. This position is responsible for identifying, qualifying, and closing key opportunities.
Customer satisfaction, as well as financial measures (revenue and / or gross profit), will directly relate to the performance of the position.
The successful Senior Account Manager will develop and utilize sales plans and strategies to economically reach sales goals. Essential Functions
- Build strategies to drive revenues and / or gross profits within the assigned module / vertical customer segment, maintaining a high activity level in accounts to achieve plan results. (50%)
- Lead overall sales effort / strategy and coordination of appropriate overlay sales / technical resources (ie. Practice Leads, Technical Sales Engineers, etc.
Focus on the identification of new solution opportunities, protect existing revenue base, manage internal / external communication, escalate appropriate roadblocks / issues to management, and maintain overall customer satisfaction. (30%)
- Maintain appropriate sales funnel and provide accurate forecasts to sales management with regard to network and IT related services / solutions. (10%)
- Attend and participate in account team reviews and strategy sessions geared at protecting existing business and driving new revenue opportunities. (10%)
Experience
- Ten (10) years or more experience preferred
- Prior training / experience large / strategic account management
- Experience in network-services, IT professional services, IT managed services, and hardware related IT products preferred
Education
Four years of College resulting in a Bachelor's Degree or equivalent
Special Knowledge / Skills
- Consultative / Solution Selling
- Qualifying
- Sales Process
- Planning
- Customer Knowledge
- Product Knowledge
- Self-Management
- Business Acumen
- Innovation
- Competitive Knowledge
- Resource Leadership
- Resource Management
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