SLED Enterprise Account Manager

Confidential Company  •  FL

8 - 10 years experience  •  Technology

Salary depends on experience
Posted on 06/29/18
Confidential Company
FL
8 - 10 years experience
Technology
Salary depends on experience
Posted on 06/29/18

Responsibilities:
Client/Account Relationship

  • Builds strong professional working C-level relationships with the client.
  • Establishes a high level of personal credibility with key client executives.
  • Leverages executive sponsors and other company resources to strengthen company's relationship and credibility with client influencers and decision makers.
  • Researches and understands the client's industry.
  • Deeply understands client business strategies and challenges.
  • Acts as a trusted advisor to client leaders, aggressively shapes deals early in the sales cycle.
  • Advances opportunities that result in profitable revenue growth for the company.
  • Demonstrates breadth and depth of knowledge in aligning company capabilities to client business and IT priorities, and positioning relative to competitors.
  • Leverages existing engagements and run-rate business to seed and grow new opportunities.
  • Advocates for client needs during sales cycle and in addressing any delivery issues.
  • Maintains high-level of customer loyalty and builds trust and integrity, as indicated in company conducted surveys and reports.

Business Management

  • Builds and executes an Account Business Plan (ABP) that includes both transactional and strategic initiatives to grow the company's presence and share in the account over a 1-3 year time horizon.
  • Actively drives ABP results through effective account management and reviews.
  • Builds and orchestrates sales pipeline activity. Ensures active nurturing of deals and movement of opportunities to close.
  • Manages a balanced pipeline representing all of the businesses being pursued.
  • Engages in the Relationship Assessment Program (RAP) where possible.
  • Implements TCE initiatives that improve the customer loyalty index.
  • Identifies, nurtures, and closes new solution opportunities that result in substantial growth in company share, revenues, and margin.
  • Represents the entire company portfolio of products and services.
  • Facilitates/engages with Solution Opportunity Approval & Review process (SOAR).
  • Proactively protects the company's position and claims company leadership positions in strategic and emerging solution areas.
  • Engages partners effectively to improve win rates and delivery of selected deals.
  • Meets or exceeds quarterly and annual revenue & margin quotas. Uses margin management techniques.
  • Participates in/drives account Team Management.
  • Orchestrates all the company's resources and sponsorship essential for executing the account business plan.
  • Engages and manages team members in presales, sales specialists and inside sales to support complex deals.
  • Drives integrated planning and execution; coordinates both sales and BU delivery organizations to ensure aligned client engagement and service.
  • Proactively engages executive sponsors to build a strategic relationship and favorably positions long-term business opportunities for the company.
  • Engages company sales specialists, channel and alliance partners to fully leverage the company's portfolio.
  • Proactively engages partners to define and pursue joint growth opportunities with the account.
  • Interfaces with both internal and external industry experts to anticipate client needs, drive industry mindshare, and facilitate solution development.
  • Drives the account internationally/globally.

Education and Experience Required:

  • Bachelor's degree.
  • Typically 8-12 years account management experience.

Knowledge and Skills:
Account/Business Development

  • Uses consultative, solution selling and business development skills at the CXO level to align the client's business needs with the company's solutions.
  • Builds strong CXO level relationships, especially working with executives in lines of business.
  • Negotiates at the CXO level.
  • Adept at advanced sales negotiations and positioning.
  • solution value under pricing pressures from customer IT and procurement professionals. - proactive presentation of value solutions.
  • Focuses on key business challenges and drives to position himself/herself as a trusted advisor at the IT executive and business manager level.
  • Submits timely and accurate forecasts and continually coaches team to do same.
  • Identifies and effectively leads the account team to ensure coordinated, efficient, account management, and accountability for achieving business results.
  • Uses financial-selling techniques with the client and company internal to position value and advance sales motions.
  • Demonstrates strong presentation and communication skills at the executive level.
  • Manages end-to-end sales processes in large deals.
  • Adheres to Standards of Business Conduct and company's code of ethics.

Job ID 1026953

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