National Account Manager

Internap   •  

Chandler, AZ

Industry: Technology

  •  

8 - 10 years

Posted 45 days ago

GENERAL OVERVIEW:

The National Account Manager is responsible for delivering sales results within his/her assigned geography, or outside of their geography is registered and approved.. This individual will leverage INAP services to attain his/her assigned Business Unit sales quota including: Cloud (Agile), or Managed Hosting, Colocation, IP Services, and CDN. A successful NAM has exceptional organizational skills; written and verbal communication skills; a demonstrated ability to multi-task; and strong desire to prospect and close New Logo business. He/she is a high-intensity, ‘hunter’ with a demonstrated track record of aggressively building a funnel and translating opportunities into orders. Industry related selling experience and/or technical competency are required.

SPECIFIC RESPONSIBILITIES:

Include, but are not limited to the following:

  • Complete all company required training, but pro-actively seek and obtain the knowledge/capabilities to enable sales success in your market.
  • Understand and articulate (orally, written, PowerPoint presentation) the company value proposition into specific customer benefits
  • Build the sales funnel:

? “Cold” lead development – telesales, hosted industry events (open-houses, product demos, etc), cold-calling, follow-up marketing lead generated opportunities, etc.

? “Warm” lead development – existing account expansion, RFP response, former account recovery, etc.

  • Meet/exceed sales quotas
  • Identify and develop partners to accelerate sales (agents, datacenter partners, VARs, resellers, etc)
  • Attend training on sales techniques, technology, presentation skills.
  • Build business cases internally to ensure complex solutions are profitable
  • Develop familiarity with Salesforce.com and utilize as basis for: contact management database, sales opportunity tracking, sales forecast and report generation.

QUALIFICATIONS/EXPERIENCE:

  • BA/BS degree required or Associates Degree with 7+ years of relevant work and industry experience.
  • MBA Desired.
  • 7 yrs+ outside sales experience with consistent > 100% quota attainment.
  • Preferred outside sales experience in IT, Public or private cloud services, hosting and/or colocation.
  • Success translating customer goals into a sales strategy to support revenue achievement

KEY KNOWLEDGE, SKILLS, ABILITIES

  • Knowledge of financial models to ensure opportunity meets INAP goals and targets
  • Ability to solve problems quickly and completely.
  • Ability to overcome customers’ objections, and qualify opportunities.
  • Effective stand up presentation skills
  • Effective listening skills.
  • Excellent written and electronic communication skills.
  • Maintains professional appearance and demeanor.
  • Ability to work collaboratively with all departments on sales issues.
  • Demonstrates high standards of ethical conduct.
  • Self starter with positive, optimistic attitude.
  • Ability to develop an effective sales call plan.

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