Description
We are seeking a Senior Networking Territory Manager (Public Sector) to serve as the overall account lead for numerous large named accounts in an assigned country, geographic territory and/or industry. You will understand clients' key business and IT challenges and requirements, focusing on driving value for the client while maximizing revenue and margin for the company.
Responsibilities:
- Develop account plans and long-term sales pipeline to increase market share
- Focus on larger deals and value/portfolio management
- Work with management to develop future business plans
- Build strong professional relationships with key IT and business executives
- Apply consultative-selling techniques to identify and advance opportunities
- Maintain high-level customer loyalty and build trust and integrity
- Advocate for client needs in negotiating solution sales and troubleshooting delivery issues
- Analyze client industry and competitive research to facilitate rich client dialogue
- Actively manage the account to protect and grow the company's business
- Direct and coordinate all activity on account(s)
- Focus on generating new business and build, monitor and manage sales pipeline activity
- Achieve/managing quarterly, half-yearly, annual quota and/or margin
- Enter all opportunities in pipeline tool and update them weekly
- Build a list of customers willing to be a reference
- Implement margin recovery activities/strategies
- Act as a first interface for international accounts
- Identify customer requirements, match with company capabilities and choose the respective company supply chain
Education and Experience Required:
- University or Bachelor's degree; Advanced degree or MBA preferred
- Prior selling experience with multiple, diverse set of selling responsibilities
- 12+ years of experience
- 5 years commercial account management experience
- Highly experienced in product specialty (computers, printers, servers, storage)
- Experience in related industry
Knowledge and Skills:
- Motivating partners to sell solutions
- Excellent time management and presentation skills
- Strong high-level customer management relationship building
- High level of negotiation skills
- Adept at advanced sales negotiations and positioning solution value
- Extensive partner organization intelligence
- Uses financial-selling techniques with the client and company internal to position value and advance sales motions
- Expertise in managing end-to-end sales processes in complex, large deals
- Relevant knowledge of client's industry
- Strong 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, large deal basis
- Excels in competitive selling skills
- Sell across platform and specialty