Enterprise Account Manager

5 days ago

New York, New York, United States Sorenson Full time
Job Description

As an Enterprise Account Manager at Sorenson, you will be responsible for leading F500 accounts in an assigned country, geographic territory, and/or industry. You will understand a client's key business and IT challenges and requirements and focus on driving value for the client while maximizing revenue and margin for the company.

This role requires a strong understanding of a value or volume specialty (computers, servers, storage, services, printers) with a focus on growing the base business, complex solutions, and new business opportunities. You will work closely with presales and inside sales resources to identify business opportunities, negotiate, and close deals. You will also maintain extensive knowledge of current customer priorities and market conditions.

Key Responsibilities
  • Develop account plans and long-term sales pipelines to increase the company's market share.
  • Focus on larger deals/opportunities and value and/or volume portfolio management and selling a range of company products and solutions.
  • Work with management to develop future business plans and independently determine methods for achieving plans.
  • Build strong professional relationships with key IT and business executives, including C-level executives.
  • Apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company.
  • Contribute to business development initiatives that are consistent with the BU's overall strategy.
  • Maintain high-level customer loyalty and build trust and integrity, as indicated in company-conducted surveys and reports.
Requirements
  • 5+ years of experience in Enterprise sales for a hardware/software company.
  • 5+ quota-carrying account management roles.
  • Strong high-level customer management relationship building, especially working with executives in lines of business, and sometimes board-level.
  • High-level negotiation skills at high-level customer management.
  • Expertise in managing end-to-end sales processes in complex, large deals.
  • Relevant knowledge of client's industry; keeps abreast of trends and leads discussions with IT on strategic directions and linking discussions.
  • Strong 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, large deal basis.
Working Conditions and Physical Requirements
  • Able to sit/stand for a long period of time in an office environment.
  • Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other computer components.

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