Strategic Account Manager

6 days ago

San Francisco, California, United States SHI GmbH Full time
About SHI GmbH

SHI GmbH is a leading global provider of IT solutions and services, dedicated to helping organizations achieve their goals through technology. With a strong commitment to diversity and a focus on continuous professional growth, we offer a dynamic and supportive work environment.

Job Summary

We are seeking a highly skilled and experienced Senior Field Account Manager to join our team. As a key member of our sales organization, you will be responsible for building and preserving trusted relationships with key customers, managing large transactional orders, and collaborating with internal teams to optimize business opportunities.

Key Responsibilities
  • Conduct regular meetings with customer contract stakeholders to discuss business needs and opportunities.
  • Develop and maintain detailed knowledge of SHI's products, services, and processes to provide expert guidance to customers.
  • Manage large transactional orders brought to SHI by customers and/or partners, ensuring timely and efficient execution.
  • Act as a liaison between Outside Sales, customers, and SHI's internal departments to facilitate communication and collaboration.
  • Collaborate with SHI's Capture & Contract Management teams to manage complex contract negotiations and ensure successful contract execution.
  • Coordinate and participate in marketing activities to engage with named customer base and promote SHI's offerings.
  • Provide excellent customer service and support to customers and outside sales teams, ensuring high levels of satisfaction and loyalty.
  • Engage on large customer deals through deal registration with internal teams, vendors, and track these through our Customer Relationship Management (CRM) tool.
  • Establish vendor and distribution channel partnerships via meetings and phone conversations to expand SHI's reach and offerings.
  • Educate sellers, support teams, and partners on the parameters of the contract and how to appropriately leverage contract(s) to close business.
  • Actively participate in team meetings with managers to review important updates and changes, ensuring alignment and collaboration.
  • Be proactive with problem resolution, identifying and addressing issues promptly to ensure customer satisfaction.
  • Collaborate and strategize with Account Executive on potential new opportunities based on customer's quoting and order history.
  • Accelerate customer contract adoption within assigned territory, driving business growth and revenue.
  • Act as point of contact and escalation for contract compliance and support issues, ensuring timely and effective resolution.
  • Travel within assigned territory as necessary to meet with customers and partners, build relationships, and drive business growth.
  • Provide temporary coverage for territories/customers due to Account Executive transition/absence, ensuring continuity of service and support.
  • Participate in knowledge transfer sessions from exiting AE as well as incoming AE to ensure a smooth hand off and minimize disruption.
Qualifications
  • Completed Bachelor's degree in a relevant field.
  • A minimum of 10 years of experience within the Inside Sales Organization and/or HWAS or ESG departments.
  • Advanced knowledge of servers, storage, networking, virtualization, cybersecurity, and cloud regarding their impact on the business and their interconnectivity within the IT ecosystem.
  • Expertise in mainstream technologies to include, but not limited to: Dell/EMC, NetApp, HPE, Cisco, Palo Alto, Pure Storage, Azure, and AWS.
  • Must have experience building and maintaining professional relationships with vendors and partners and other departments within the company.
Required Skills
  • Experience managing large account portfolios.
  • Strong customer service and project management skills.
  • Excellent communication, interpersonal, and negotiation skills.
  • Proficiency in Microsoft Office and CRM software.
  • Highly organized and solution-oriented.
  • Detail-oriented and able to prioritize.
  • Self-starter and able to work efficiently under pressure.
  • Strong written and verbal communication skills with the ability to communicate complex subject matter.
  • Ability to follow up with customers to ensure customer satisfaction.
  • Excellent time management skills, attention to detail, organizational skills, and problem-solving capabilities.
  • Proactive and critical thought process in approach to selling to enhance sales experience for client.
  • Ability to work well in a fast-paced, team environment.
  • Self-motivated with ability to work with limited direction and oversight.
Unique Requirements
  • This role is required to travel to assigned territories up to 25%.

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