Our client is an IT Vendor manufacturing Enterprise servers/storage products. They are looking for a Enterprise Account Manager  to join their expanding Sales team.

Job Description

• Actively prospects within accounts to discover or cultivate solutions sales opportunities within area of technical specialty (in close cooperation with the account manager.

• Formulate and expand solutions to generate additional product or service attachments and up sell revenue.

• Certain roles may also sell through the channel. 

• Establish a professional, working, and consultative, relationship with the client, by developing a core understanding of the unique business needs of the client within their industry.

• Work with the client up to IT management level.

• Contribute to building of the pipeline by generating leads and referrals and new customer opportunities within specialty area.

• May focus on growing contractual renewals for small-to-mid size accounts with limited complexity, to higher-total contract-value renewals.

• Interface with both internal and external/industry experts to anticipate customer needs and facilitate solutions development.

• Build sales readiness and reduce client learning curve through effective knowledge transfer in area of specialization.

 

Scope and Impact:

 

• Participates in general sales strategy; defines specific sales plans with manager.

• Independently sells a specific product/solution.

• Selling role may be transactional and/or demand generation focused. 

• May work with and leverage external partners to deliver sale.

• May interface with any level in customer organization; focused mainly on specialist buyers, e.g. IT.

• Account size ranges; may work in a Small-Medium, Enterprise, or Corporate Segment; varied sales cycle.

• Average size quota.

 

Education and Experience Required:

 

• University or Bachelor's degree preferred.
• Demonstrated achievement of progressively higher quota, diversity of business customer and higher level customer interface.
• Detailed knowledge of key customer types or customers on given products.
• Typically 5-10 years of experience in specialty sales. 
• Server,storage and solution selling experience.

Knowledge and Skills Required:

•  In depth knowledge about product, service, solution and differentiators between own offerings and what competitor's offerings.
• Applies specialized technical product/service/ solution knowledge in working with account teams to screen and prioritize multiple leads for feasibility.
• Use knowledge in specialty, and consultative selling skills, to proactively help customers with making IT business decisions.
• Assesses solution feasibility from a technical and business perspective to determine "qualify-in"/"qualify-out" status
• Solid communication and presentation skills within IT at the manager level.
• Product demonstration, customer training, product installation skills. (for product specialty roles)
• Conceptualizes and articulates well-targeted solutions in area of specialty - product, service, solution -- from proposal to contract sign-off.
• Have enough knowledge about a product, service or solution to be able to qualify a deal.
• Negotiation of profitable deals so that company can expand opportunities based on existing business and increase footprint and revenue.
• Opportunity prospecting as related to specialty area and in expanding existing client business, in order to generate leads/referrals to account team.
• Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
• Regular use of Siebel updating deal profile and forecasting accurately.

 

Please apply with your detailed resume stating your current salary, expected salary and notice period.