The Director, Sales, End-Market Strategic Accounts will be responsible for the development, nurturing and ongoing relationship and account management of key Enterprise Accounts required based on customer needs and enterprise Display/SSD requirements. This position reports to the Vice-President, Sales within SEA.
Responsible for owning the customer account management and support including initial sales efforts so as to maintain long term, trusted partner relationships and to execute successfully against plans to grow sales, revenues and expand enterprise customer relationships. Set and achieve customer-specific targets and other mutually established metrics with VP, Sales. Implement a customer account management vision, execution, and measurement plan to support meeting/exceeding, quarter, annual and longer-term financial goals established for strategic accounts. Ensure that the Voice of the Customer relative to Sales is clearly understood across all parts of Samsung. Anticipate and proactively identify opportunities to leverage existing Samsung products and services to deliver additional value to enterprise customers. Explore unmet needs with key decision makers and communicate them as potential opportunities for innovation and/or value added services.
Develop a high performing sales team towards solution selling in a complex matrix environment. Work with the Display/SSD teams to have a world class customer experience.
Develop customer-specific annual account plans for sales and renewals and service-level agreements for firm support and end-user training. Develop and "own" relationships with assigned firm key decision makers and executives. Partner with 3rd Party firms to identify and pursue potential new opportunities outside current Samsung products and services portfolio. Address customer’s requests to address ongoing service and support issues. Respond to concerns from executives and key decision makers. Exercise leadership and business judgment on all contracts, and work collaboratively with customers, Samsung and Partner network to get mutually acceptable pricing/terms. The Director, Sales will be responsible for new business development, new services and support introductions and services marketing coordination with the Marketing organization as appropriate.
o Actively quarterly revenue o Perform program and process post-mortem and maintain database of effective programs o Share “Voice of Customer” on an ongoing basis with Marketing and HQ o Interface with HQ global sales team to support accounts global deployment needs o Manage top level channel partner relationships o Manage performance process for account teams o Manage engagement and SLA with account team
• Bachelor's Degree with 15+ years of directly related experience • Prior experience managing a sales team, selling at C Level and Peer level account planning • Proven ability to successfully develop and own a global enterprise customer relationship and account management process • Understanding of solution selling – specifically around Display/SSD • Strong track record of building collaborative relationships with internal peer groups and external customers and partners • Proven ability to successfully execute a global customer management process • Executive presence and experience to leverage resources based on both influence and authority • Proven contract negotiation and enterprise-level sales experience • Ability to identify service and support risks and associated solutions within Display/SSD product technologies • Must be able to write, read, analyze, interpret, present, and explain technical product and development materials • Must have experience with Microsoft Standard Office Suite • Must have demonstrated project and program management skills