Strategic Accounts Director

NEC Corporation of America   •  

Irving, TX

Industry: Professional, Scientific & Technical Services


11 - 15 years

Posted 52 days ago

This job is no longer available.

With more than 117 years of technology innovation, a global team of 100,000, and 64,000+ technology patents, NEC is in the business of providing solutions that focus on safety, security, operational efficiency - enabling people to live brighter, more enriched lives. We call this orchestrating a brighter world.

Strategic Accts Dir

Summary - The Strategic Accounts Director maximizes the revenues of assigned strategic account(s) while minimizing expenses through the direction of a team of Vertical Practice sales professionals and Business Development representatives.. Develops plans and strategies to promote the success of channel field sales. Maintains effective communications with executives and managers across the company to ensure proper sensitivity to the needs of the field sales force. Holds a quota for the strategic accounts and strategic initiatives and holds team members to their respective assigned targets. Leading a team of vertical practice specialist to drive NEC's brand and portfolio into the vertical working though the Solutions Integrator channel.
Effectively coach, mentor and motivate sales professionals towards a target quota.

Essential Duties and Responsibilities -

Oversees a team of Vertical Practice specialist in the pursuit of directly engaging strategic customers within those respective verticals as well as, leverage the Vertical Practice leaders expertise in positioning NEC’s messaging, portfolio and go to market strategy in the most effective manner to maximize sales and meet corporate objectives.* Accurately forecasts annual, quarterly, and monthly revenue streams.

  • Develops specific plans to ensure revenue growth in targeted products/services.
  • Provides quarterly assessments of Field Sales, Solutions Integrator engagement and strategic initiatives to help Solutions Integrators engage more tightly with their strategic customers and expand NEC’s representation within the Healthcare, Government, Education and Hospitality verticals specifically. Associates and or Resellers productivity and skills.
  • Coordinates appropriate company resources to ensure efficient and consistent sales.
  • Conducts long-range studies of changes in sales and strategies.
  • Provides oversight and strategy of business development efforts to help drive revenue into and through Solutions Integrators.
  • Provides oversight and strategy of consultant engagement efforts to help drive revenue into and through Solutions Integrators.
  • Supports and develops field sales.
  • Assists in sales position hires.
  • Evaluates effectiveness of sales team.
  • Educates field sales in terms of sales techniques and tactics.
  • Expert coach, mentor and strategic thinker.
  • Establishes and manages effective programs and seminars to address the following issues.
  • New account sales and field sales growth.
  • Enhancement of field sales revenues.
  • Sales of emerging products/services.
  • Pro-active competitive strategies and targeted sales campaigns.
  • Proper use and level of sales support.
  • Management of sales expenses.
  • Business/financial issues on contracts.
  • Clearly defines and communicates; in coordination with team members, NEC’s go to market strategy, positioning and tactical elements of getting deeper and wider within Solutions Integrator’s customer base and net-new opportunities.

Prerequisites -

Education: Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management.
Experience: Usually requires 12 or more years of Enterprise IT solution sales experience. - Experience with voice, network, application infrastructure & Strategic sales experience required selling in the enterprise space.
Healthcare, Government, Education, Hospitality vertical experience required.
Certifications, Licenses, etc: None required.

Specialized Knowledge and Skills -

Language Skills: Professional business presentation skills & Excellent communication skills, strong team player
Mathematical Skills: Basic Math
Reasoning Skills: Highest level of knowledge of company's products/services, pricing practices, and selling skills. Effective management skills with ability to manage a major portion of the company's field sales operations. Excellent time management, communication, decision-making, human relations, presentation, and organization skills.
Computer and/or Technical Skills: Advanced level MS Office (PowerPoint, Word, Excel etc), E-mail etc

Work Environment and Physical Demands - General office environment
Noise: Moderate noise level
Standing/Lifting: Regularly required to sit and occasionally required to stand. Occasionally required to lift and/or move up to 25 pounds.
Visual: Specific vision abilities required by this job include close vision
Stress: High Stress will occur to obtain sales.