Networking Sales Account Manager
Core
Serve as the overall account lead for numerous large named accounts in an assigned country, geographic territory, or industry, driving value for clients while maximizing revenue and margin.
Role type
Senior IC Networking Sales Account Manager
Builds
Large deals and complex solutions in computers, servers, storage, services, and printers
Domain
IT Hardware & Enterprise Networking
Required skills
Consultative selling, account planning, pipeline management, C-level relationship building, negotiation, financial selling, competitive selling, partner management, margin recovery, strategic sales activity
Preferred skills
MBA, advanced degree, 20+ years total experience, 5 years commercial account management, expertise in specific product specialties
Technologies
Computers, servers, storage, services, printers
Responsibilities
Develop account plans and long-term sales pipeline; Focus on larger deals and portfolio management; Work with management to develop future business plans; Build strong relationships with key IT and business executives; Apply consultative-selling techniques to identify and advance opportunities; Maintain high-level customer loyalty and trust; Advocate for client needs in negotiating solution sales; Develop business plans in conjunction with the customer; Analyze client industry and competitive research; Actively manage the account to protect and grow business; Direct and coordinate all activity on account(s); Focus on generating new business and managing sales pipeline; Achieve/managing quarterly, half yearly, annual quota and/or margin; Enter all opportunities in pipeline tool and update them weekly; Build a list of customers willing to be a reference; Implement margin recovery activities/strategies; Act as first interface for international accounts; Identify customer requirements and match with company capabilities
Seniority
Senior, hands-on IC