The Key Account Manager is responsible for successfully managing the assigned territories and is expected to close new business by building trusted customer relationships with Data Center Operators and/or Facility Managers. Successful candidates should be able to identify opportunities, converting these opportunities into sales, demonstrating the monetary value of Sunbird product/services, managing cross functional teams to ensure territory success and manage enterprise customer relations. This is a remote position but candidate must reside in Northern California territory.
Candidate must be able to skillfully execute these standard sales processes:
- Develop and qualify opportunities
- Understand customer buy process
- Develop & adapt Enterprise sales methodologies
ESSENTIAL DUTIES AND RESPONSIBILITIESPrimary Responsibilities include (but are not limited to):
- Hunt for new business opportunities and consult with perspective customers to provide mutually beneficial solutions.
- Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts though pipeline development and high win rate.
- Lead solution development efforts that best address end-user needs, while coordinating the involvement of relevant company resources.
- Manage end-to-end sales cycle for new and existing accounts.
- Utilize proactive/consultative selling methods to improve market share, revenue growth, and profitability.
- Provide regular updates to senior management on status and performance of customer accounts within the territory through CRM.
- Participate in industry or promotional events (e.g. trade shows, conferences) to cultivate customer relationships.
- Other duties as assigned.
REQUIREMENTS/QUALIFICATIONS- A proven track record of success in selling enterprise software applications and managing major accounts.
- Passion for technology products.
- Ability to learn new technology and understand it at a high level.
- Proven business development process and skillset.
- Experience in channel and direct sales. Experience in pre-sales activities is helpful.
- Proven referenceable track record of managing and developing major accounts at C level.
- Strong account management and relationship building skills.
- Knowledge and experience of multi-level selling and account management in large corporate accounts.
- Possess an existing and current rolodex of data center infrastructure managers / directors / VPs, etc. that can be used as references for gaining access.
- Ability to converse and consult with customers, providing educational value during the process.
- Formal strategic/solution sales training (Sandler, Challenger, Strategic, SPIN, etc.)
- Ability to use Microsoft Office/Exchange, and CRM systems
- BA/BS degree or technological certifications are preferred.
Job Type: Full-time
Benefits:
- 401(k) matching
- Dental insurance
- Disability insurance
- Flexible schedule
- Health insurance
- Paid time off
- Tuition reimbursement
- College Savings Benefits
- Vision insurance
- Work from home
