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Enterprise Account Executive

2 months ago

Salt Lake City, United States Les Olson Company Full time
About Us

Les Olson Company is one of the fastest growing and most capable technology service providers in the West. We do "I.T. the LOC Way". Our talented and passionate team is driving our continual growth and strong position in the market through superior service.

What makes Les Olson different?

Unlike most technology companies, Les Olson has been in business for over 65 years. We're a family-owned company, and remain family-operated to this day. The company began at the Olson family dinner table and has since grown to over 300 employees spread across nine locations in two states.

We take great pride not only in offering attentive and effective service to our customers, but in providing our team members with an environment that enables growth and development, both professionally and personally. We invest in our team, working with each employee to design a fulfilling career path that grows and evolves as they do.

"Work/life balance" isn't just a meaningless buzzword at Les Olson. We are protective of our employees' personal time and make sure they have the resources they need to care for themselves and their families.

We offer:
  • Paid Time Off
  • Sick Days
  • Paid Holidays
  • 401k match + Pension
  • Full Medical, Dental & Vision + HSA
  • Mental health care coverage
  • Life Insurance
  • Local Volunteer Opportunities
Who We Are Looking For

An individual who has experience in managing several larger accounts. Understands the customer's print & IT needs; business objectives, priorities, requirements, and challenges, and adds value by implementing Les Olson Company's strategy. Accountable for pipeline building; accountable for and supportive in deal closing and working with the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in print & IT businesses. Constantly develops image & print as well as information technology industry knowledge to best position the Les Olson Company portfolio in the account. Builds, engages, guides, and provides feedback to the extended account team members. Acts as customer's advocate inside Les Olson Company.

Primary Responsibilities
  • Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with image & print or IT solutions. Influences the decision-making of customer executives through describing the value of Les Olson Company's solutions and their relevance to the customer's priorities. Positions Les Olson Company strategy and solutions in such a way that the customer sees that Les Olson company is critically important to their business. When appropriate, understands the innovation agenda and digital journey of the customer, and provides input into them. Builds a business value framework for the customer.
  • Builds and executes a plan to drive growth and profitability across Les Olson Company's portfolio, in a structured and recurring way. Drives growth in Les Olson Company's strategic value portfolio through positioning these solutions with the customer. Formulates and presents technology choices for the customer that will expand Les Olson Company's presence and margin in the account. Leverages Les Olson Company's programs and tools to improve customer business performance. Contributes to internal reviews connected to deals and sales planning.
  • Engages with the customer to identify opportunities. Translates customers' business challenges and goals into image & print or IT opportunities. Ensures a strong and rightsized pipeline funnel from the account team. Leads pipeline building activities for the account, involving account team members as appropriate. Identifies and develops opportunities for short and mid-term success. Proactively leads early engagements. Accountable for deal closure. Ensures ownership throughout the team for the deals in the pipeline. Drives deals to closure through a multi-disciplinary team, including partners.
  • Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for Les Olson Company. Understands and leverages the underlying principles for the customer organization's functioning. Builds influential relationships with executives. Defines an effective engagement model with the customer's key influencers and decision makers.
  • Develops and maintains a view of the partner landscape in the account. Develops partner relationships. Runs an active governance process for the partner network for the account. Works with the team to assess and update the partner strategy for the account.
  • Learns and updates expertise in image & print and IT technology. Engages as appropriate with the customer's core executives. Articulates relevant modern trends in image & print or IT and presents them to executives within the customer when appropriate. Describes Les Olson Company's portfolio and references its use with other customers.
  • Builds, develops, and leads the extended account team. Runs a governance with the extended team and empowers account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers.
  • Develops and executes a comprehensive account business plan for defined accounts. Manages the collective effort to build and maintain both strategic and tactical elements of the plan. Shares and aligns the plan with relevant stakeholders of the account.
Education and Experience
  • University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education.
  • Typically 6-10+ years account management experience.
  • Experience in Image & Print or IT industry preferred.
  • Experience in different sales roles is a plus.
Knowledge and Skills
  • Drives Results: Shows a strong will to win, is persistent in the face of obstacles and has a clear results orientation.
  • Strategic Planning: Able to skillfully articulate a vision for the future and a path to achieve it in an account business plan, aligned with the Les Olson Company strategy, and direct sales leadership.
  • Sales Execution: Able to efficiently deliver on short term sales engagements and objectives.
  • Continuous Learning: Continuously and actively pursues own learning.
  • IT Industry Acumen: Builds and maintains thorough knowledge of cutting-edge IT industry developments and technology trends with potential impacts to our customers.
  • Image & Print Acumen: Builds and maintains thorough knowledge of cutting-edge image & Print industry developments and technology trends with potential impacts to our customers.
  • Team Leadership: Skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
  • Network/Relationship Building: Skilled at creating strong professional relationships; understands and leverages the value of networks and collaboration.
  • Two-way communication: Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language relevant to the customer, partner, or internal stakeholder.
  • Influencing and Negotiating: Understands and proficiently leverages influencing and negotiation techniques.
  • Business Acumen: Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Has a thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
  • Operational Excellence: Able to show predictability and operational excellence both internally and externally.
  • Integrity: Acts with integrity throughout complex situations even if under pressure.
  • Vertical/Industry Knowledge Preferred: Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan.
  • Consulting: Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging Les Olson Company's portfolio.

Job Type: Full-Time, M-F 8am 5pm

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