Job Description
As a senior member of the Sales team, the STRATEGIC ACCOUNT MANAGER will leverage a deep understanding of our client's IT services offerings to deliver a value-added, consultative sales approach.
He or she will cultivate and nurture customer and partner relationships and drive new opportunities within our customer base (Orange County, Los Angeles, and San Diego) and within new, targeted accounts.
THE STRATEGIC ACCOUNT MANAGER IS RESPONSIBLE FOR PERFORMING THE FOLLOWING FUNCTIONS:
- Meeting or exceeding quota expectations for securing new and renewed service revenue on a consistent, sustained basis, as defined by the Director of Sales.
- Developing a robust prospect pipeline of opportunities by executing to sales plan and agreed upon activities, including a consultative, solutions-based sales approach; active networking and prospect engagement; and customer support strategies.
- Providing consultative sales for clients, differentiating them by guiding customers to a best-fit solution based on the Strategic Account Manager’s familiarity with technical solutions. value proposition, and a thorough understanding of the client’s business and technology needs.
- Facilitating deep-and-wide sales approach to targeted enterprise accounts to achieve additional revenue attainment with those accounts.
- Developing strong rapport with vendors and registered channel partners to increase lead quality.
- Setting meetings with client Points of Contact to discuss roadmaps, Quarterly Business Reviews, and newly identified opportunities.
- Supporting overall relationship with their customers: Increasing adoption, ensuring retention and satisfaction.
- Provide Point of Contact escalations and assist with resolution of client issues, coordinating with various internal team members, including accounting, service delivery, and project management.
- Manage contract renewals, warranty renewals, and licensing purchases in accordance with their sales processes, while identifying and closing additional revenue opportunities within those accounts.
- Establishing a trusted and strategic relationship with their client base and driving continued value of our products and services.
- Effectively communicating client information across internal teams – sales, marketing, engineering, and MOC – and effectively navigating internal processes for presales resource scheduling, Statement of Work requests, contracting, etc.
- Improving customer opportunities by leveraging qualitative and quantitative analysis.
- Building, qualifying, and managing an accurate sales pipeline in a CRM environment.