Account Manager

ScanSource   •  

Phoenix, AZ

Industry: Wholesale


Less than 5 years

Posted 51 days ago

Account Managers for Strategic Accounts will be an experienced sales professional, who will be key in driving sales of their assigned portfolio of solutions/ products for the assigned strategic accounts. Primary responsibility of Account Managers will be to work with designated SAMs and assigned accounts in increasing the account penetration for ScanSource. They need to be able to connect with decision makers and be able to move them through the decision making process. This individual will support activities including working on new opportunities from identification, scoping, and quoting to closure, while working with solutions and services engineering team.

Essential Functions:
Business Development:

  • Manage ScanSource’s relationship with key accounts
  • Carry quota responsibilities for the portfolio of customers and solutions to drive growth
  • Work with other ScanSource resources including Services, RFS and Sales Support to support orders for the customers
  • Support SAMs with pipeline and forecast development using the assigned CRM
  • Support strategic account planning for key customers through regular business reviews and QBRs

Customer Enablement:

  • Manage assigned portfolio of solutions and manage quotes, and orders with sales operations or the assigned team in an organized, efficient and effective manner
  • Perform customer research, market trends etc. to maintain the understanding of portfolio of accounts and solutions
  • Bring the solution engineers and services team to the right opportunities to increase attach rate (as applicable).


  • Develops and maintain relationship with key roles at the strategic accounts as well as with vendors
  • Develop trusting and collaborative relationships both within and outside of ScanSource
  • Strong communication and listening skills

Business Acumen:

  • Good understanding of customer business model, markets they operate in, competitive landscape, and the end users they work with
  • Excellent verbal and written communications skills, presentation skills, customer service, and negotiation skills
  • Consultative sales skill to aid and enable the customers

Solution Selling:

  • Advanced negotiation skills; ability to qualify customers’ needs and determine ScanSource leverage points that resonate within customer
  • Understand end customer markets and decision drivers
  • Understand manufacturer differentiators and apply them to customer needs

Technical Acumen:

  • Knowledge of specific solutions for ScanSource
  • Ability to engage with technical teams

Report Relationships
Director, Account Managers


  • 3 years of successful sales experience
  • History of high performance (e.g. exceeding sales goals)
  • Strong understanding of ScanSource solution landscape (across one or more solution set e.g. Retail, Ucaas etc.)
  • Highly organized with the ability to work collaboratively with colleagues within departments and across functions
  • Proficiency in SAP, CRM as required
  • Ability to travel approximately 30%