Commercial Account Manager

Identify, develop, and close new business opportunities on a key Service Provider Account Team with a major emphasis on positioning Networking’s Vision, Strategy, and Architecture. Meet and/or exceed predetermined sales and services quota and key objectives while operating within guidelines. Develop and/or expand relationships with customers' Engineering, Architecture, and Planning teams to drive business and company strategy. Work closely with the Account Team Leader and internal organizations to communicate a strategy for the client engagement that drives sales. Work with the Account Leader to develop and implement an account plan aligned with these objectives; participate in Quarterly Business Reviews (QBR); track progress toward shared goals; and review customer issues, challenges, and success factors.

This is a remote teleworker role open US.

Responsibilities:

• Builds growth opportunities using the account planning process; actively manages the planning process through scheduled reviews and updates.
• Extensive time working with and leveraging external partners to deliver solution sale.
• Significant percentage of time spent directly with customer; interfaces with all levels, including the highest within the customer organization; highly diverse set of functions and buyers; focus on the management level.
• Develops a business plan in conjunction with the customer.
• Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
• Maintains a high level of customer loyalty and builds trust and integrity, as indicated in company-conducted surveys and reports.
• Responsible for achieving/managing quarterly, half-yearly, and annual quotas and/or margins.
• Enters all opportunities in the pipeline tool and updates them weekly. Recommends and implements industry-leading Pipeline management practices.
• Ability to implement margin recovery activities/strategies.
• Acts as a first interface for international accounts in collaboration with members of global business teams and local teams.
• Identifies customer requirements, matches with company capabilities, and chooses the respective company supply chain accordingly (Volume Direct or Indirect).
• Ability to travel

• BS/BA preferred or equivalent, 8-10 plus years proven successful sales experience exceeding targeted objectives in the Core routing, and Security environment.
• Successful experience in driving a technical sales agenda with key customer organizations such as Network Planning, Architecture, and Engineering is required.
• Must have experience in developing creative sales strategies, account plans, preparing proposals, and presenting Network solutions.
• Outstanding verbal and written and presentation skills, and a demonstrated ability to multi-task on multiple sales campaigns at once.
• Technological understanding of Routing, Data Center Switching, and Security products.
• Must have the ability to work autonomously, be self-motivated, and be a strong team player.

Knowledge and Skills:

• Has good leadership skills and cross functional expertise.
• Must have good time management skills.
• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
• Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
• Hi level customer management relationship building, working at management and executive level in lines of business.
• Partner organization intelligence aligned with partner management skills.
• Advanced sales negotiation, and deal closing skills.
• Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
• Expertise in managing end- to-end sales processes in large deals.
• Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
• Knowledge of the company's breadth of solutions and engages specialist resources as needed.
• Ability to understand the customer's business issues and translate to the company's solutions.
• Ability to prioritize and drive strategic sales activity on a complex solution basis.
• Excels in competitive selling skills.