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Senior Sales Account Manager

Company: Veterans Communication Services, Inc
Location: Chino
Posted on: April 3, 2021

Job Description:

The Senior Account Manager is responsible for developing and maintaining relationships with customers and vendors while collaborating with key partners to acquire new accounts. The Sales Manager will build a team of Account Managers and manage pre-sales as the sales team achieves growth. This position will be to start out as a Senior Account Manager and grow into the Sales Manager position while building and growing the Sales Team. Responsibilities: -- Execute sales strategy by identifying customer needs and selling the appropriate solutions including hardware, software, and professional services. -- Develop business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with vendors, contractors, and manufacturers. -- Maintain a targeted understanding of customers' business showing the ability to establish customer needs, buying cycles, and creating strong relationships to effectively drive sales and repeat business. -- Meet or exceed annual sales top line revenue and margin goals as defined by management. -- Drive profitably and grow revenue for target accounts in partnership with the pre-sales team and management. -- Adhere to sales process including but not limited to pipeline development and accurate forecasting via internal tools. -- Performs extensive proposal writing and prepares sales information for customers. Account Management -- Manage individual sales objectives to include sales orders and billing activities to support quarterly goals. -- Manage on-going customer account relationship to include updating account information in company systems and resolving customer satisfaction issues. -- Work with the pre-sales team to ensure that quotes are provided, and order requests are processed accurately and on-time. -- Work with the engineering team to accurately scope projects with professional services hours. -- Manage past due invoice resolution with accounting to ensure proper collections. -- Develop and maintain solid business relationships within the various decision-makers and influencers at all levels at each target account. -- Understand each target customer's business model, map their organization, and identify their unique technology needs. Strategic Planning & Presentation -- Performs deep analysis of account base including "heat maps" to determine key areas of opportunities. -- Develop & execute marketing and business plans to drive revenue and profits. -- Work with sales leadership and team to provide feedback, develop specific vendor relationships, advance new company initiatives and mentor new employees to enhance all aspects of the sales strategy. -- Attends monthly/quarterly account planning/penetration sessions with our strategic manufacturing partners' AMs. -- Presents a Quarterly Business Review (QBR) to Sales/Ops Manager each quarter which will focus on past performance and expectations of current quarter, analysis of pipeline, key wins, and personal improvement goals. -- Provide in-depth customer technology roadmap. -- Develop partnerships with Vendor Field Sales Representatives and optimize the joint selling opportunities within the territory. -- Use quarterly forecasting and pipeline management to manage sales growth. -- Collaborate on sales strategies, discuss account trends, advise changes within accounts and coordinate quotes and sales opportunities with management on an as needed and weekly basis. Required Skills -- 5-10 years of technology sales experience is required; High performing Senior Account Managers have the demonstrated ability to overcome obstacles, achieve sales goals, and articulate ideas clearly and concisely in a variety of settings. -- 5 years of Sales Management experience is required; High performing Sales Managers have the demonstrated ability to build a team to overcome obstacles, achieve sales goals, and articulate ideas clearly and concisely in a variety of settings. -- 3-5 years' experience selling into public sector accounts (SLED). -- 3-5 years' experience selling into commercial accounts. -- Ability to understand the needs of the company and build a team of sales focused professionals to achieve company growth goals. -- Bachelor's degree preferred. -- Ability to reach expected sales quota the first 90 and 180 days of employment leveraging experience and track record of meeting and exceeding sales quotas. -- Excellent sales skills including proficiency of the English language, assertive, empathetic, flexible, strong customer service, active listener, persuasive, public speaker, polished presenter, and service orientation focus. -- Outstanding communication and organizational skills. -- Self-starter with ability to build relationships, communicate product knowledge, and close deals quickly. -- Ability to solve problems, with critical thinking, judgment, and strong decision-making skills. -- Strong collaboration skills and ability to work closely and effectively with members across departments and at all levels of the organization. -- Proven track record in developing new relationships with customers and ability to translate client business needs into solutions. -- Preferred candidate will have prior experience selling advanced technology solutions around Cisco, HPE\Aruba, and Cloud Providers. -- Experience with selling low voltage infrastructure is a plus.

Keywords: Veterans Communication Services, Inc, Chino , Senior Sales Account Manager, Executive , Chino, California

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