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Strategic Account Manager

2 months ago

Fremont, California, United States WESCO Full time

As a Strategic Account Manager, you will maintain client relationships with key target accounts that have a strategic impact on the long-term success of the organization. You will identify cross/up and repeat sales opportunities and will work to resolve any issues or concerns to ensure customer satisfaction.

Responsibilities:

  • Works with the Sales team to create and support the execution of the strategic account plans at key, named accounts.
  • Drives new business development by researching, qualifying, contacting, presenting, and closing new clients based on an assigned territory or market segment.
  • Target and support end-user clients who own, operate, run, or manage internal or external data centers.
  • Prospect, present, propose, and close new enterprise accounts to support overall business goals.
  • Build a pipeline of new end-user client opportunities by securing meetings and developing new relationships.
  • Develop opportunities across the W solution portfolio, effectively selling solutions and services using technical, organizational, and customer knowledge.
  • Capture A/V systems use cases and functionality scope during initial contact with clients to begin the design phase with the internal engineering team.
  • Manage changes and escalations effectively.
  • Partner with customers, vendors and manufacturers as needed.
  • Manage all facets of the relationship with named or large key accounts, ensuring revenue goals are met.

Experience in Global IT Solutions:

Data Center:

  • Architecture & Design Services
  • Physical Infrastructure Solutions
  • Data Center Technology Solutions

Importer of Records (IoR) Services:

  • Global Distribution & Logistics
  • Facilities Infrastructure

IT Infrastructure:

  • Campus & Enterprise IT Solutions
  • Wireless, Networking, and Security

Unified Communications:

  • Audio/Video, Video Conferencing
  • Workplace Productivity Platforms

Cloud Services:

  • Public, Private, Hybrid, Multi-Cloud

Qualifications:

  • High School Degree or Equivalent required; Bachelor's Degree preferred.
  • 5+ years of direct selling experience covering large enterprise organizations.
  • Experience and familiarity with video conferencing and advanced audio/video solutions.
  • Ability to work independently and as part of a team.
  • Strong oral and written communication skills.
  • Ability to manage and grow enterprise accounts.
  • Existing end-user client relationships in the assigned geographical area.
  • Willingness to work occasional non-standard hours with overseas clients.
  • Experience building financial models, ROI, and business and technical value documents.
  • Experience selling data center solutions (e.g., Infrastructure, Power, Compute, Storage, Networks).
  • Experience with internet-related software or systems.
  • Strong negotiation and closing skills.
  • Proven solution selling and presentation abilities.
  • Excellent client interfacing and customer-focused approach.
  • Ability to use creative ideas and methods to penetrate new accounts and create new opportunities.
  • Excellent relationship-building skills with customers.
  • Knowledge of business and management principles involved in strategic planning, resource allocation, leadership techniques, production methods and coordination of people and resources.
  • Ability to understand where potential exists in assigned accounts and can recognize and create opportunities.
  • Excellent communication and interpersonal skills with an aptitude for building strong client relationships.
  • Strong negotiation and problem-solving skills.
  • Proficiency with CRM software and Microsoft Office.
  • Self-starter and able to work efficiently under pressure.
  • Experience in executing in a matrix organization managing multiple stakeholders and projects.
  • Ability to travel up to 25%

Wesco International, Inc., including its subsidiaries and affiliates ("Wesco") provides equal employment opportunities to all employees and applicants for employment. Employment decisions are made without regard to race, religion, color, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. US applicants only, we are an Equal Opportunity and Affirmative Action Employer.

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