Enterprise Account Manager

We are seeking an experienced Enterprise Account Manager to 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:

• Coordinates and owns account plans for strategic commercial accounts in the account planning process
• Focuses on larger deals and opportunities, value and/or volume portfolio management, and selling a range of company products and solutions
• Uses specialty to leverage existing opportunities and branch into more than one business unit in the account
• Establishes a professional working relationship with clients and develops a core understanding of their unique business needs
• Engages partners effectively to improve win rates on selective deals
• Builds growth opportunities using the account planning process and actively manages planning process through scheduled reviews and updates
• Generates leads for company volume products and certain value products and collaborates with other specialists or partners as needed
• Responsible for achieving and managing quarterly, half-yearly, or yearly quota
• Enters opportunities in pipeline tools and updates them weekly
• Recommends and implements pipeline management practices
• Sells solutions that include hardware, software, and services
• Builds and deploys a territory account plan that includes working with partners and specialists
• Implements margin recovery activities and strategies in full ownership of the account or in partial ownership depending on account coverage
• 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
• Reviews and designs sales policy and strategy

Education and Experience Required:

• University or Bachelor's degree preferred
• Has deep knowledge of basic enhanced products, solution, and service offerings as well as competitors' offerings
• Extensive vertical industry knowledge and advanced degree of selling skills
• Typically 5-8 years of experience as referenced above
• Account management experience required
• Experience in product specialty (computers, printers, servers, storage)

Knowledge and Skills:

• Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs
• Ability to coordinate internal and external partners to deliver appropriate solution sale
• Able to interface with senior levels internal to the company and external client and partner groups
• Knows when to adjust business plans based on account and industry segment opportunities
• Uses consultative selling skills to proactively help customers with making IT business decisions
• Partner organization intelligence aligned with partner management skills
• Conceptualizes and articulates well-targeted solutions in area of specialty - from proposal to contract sign-off
• 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 solution basis
• Excels in competitive selling skills
• Needs a good understanding of the channel and how to partner

What We Can Offer You:

• Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing
• Investment in your career through specific programs catered to helping you reach any career goals
• Unconditional inclusion and celebration of individual uniqueness