Description
We are seeking an experienced Sales professional to join our team as an Account Lead. As an Account Lead, you will serve as the overall account lead for numerous, large named 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.
Responsibilities:
- Builds growth opportunities using the account planning process
- Actively manages 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 highest within customer organization
- Develops business plan in conjunction with customer
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company
- Maintains high-level of customer loyalty and builds trust and integrity
- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin
- Enters all opportunities in 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
Education and Experience Required:
- University or Bachelor's degree
- Detailed knowledge of key customer types or customers on given products
- Viewed as expert in company
- Typically 8-12 years of experience
- Industry experience required
- Experience in product specialty (computers, printers, servers, storage)
Knowledge and Skills:
- Good leadership skills and cross functional expertise
- Good time management skills
- Broad understanding of the customer's needs
- Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale
- Hi level customer management relationship building
- Partner organization intelligence aligned with partner management skills
- Advanced sales negotiation, and deal closing skills
- Expertise in managing end- to-end sales processes in large deals
- Relevant knowledge of client's industry
- Knowledge of the company's breadth of solutions
- 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
- Sells across platform and specialty