Account Executive, Enterprise Sales

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Account Executive, Enterprise Sales

  

Job Description

   

Serves as the overall strategic account lead (single point of contact) for numerous named accounts in an assigned country, geographic territory and/or industry; understands a client’s key business and IT challenges and requirements and is focused on driving value for the client, while maximizing revenue and margin for the company. Specializes in a value or volume specialty (servers, storage, services, etc) with focus on growing the base business, complex solutions, and net new business opportunities. Role is supported primarily by presales and inside sales resources.

Responsibilities:

• Develops account plans and long-term sales pipeline to increase the company's market share.

• Focuses on larger deals/opportunities and value and/or volume portfolio management, and selling a range of company products and emerging technology solutions.

• Works with management to develop future business plans; independently determines methods for achieving plans.

• Extensive time spent working with and leveraging a diverse set of external partners.

• Builds strong professional relationships with key IT and business executives, including C level Executives.

• 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, as indicated in company conducted surveys and reports.

• Advocates for client needs in negotiating solution sales and troubleshooting delivery issues.

• Develops joint business plan with the customer.

• Analyzes client industry and competitive research and information to facilitate rich client dialogue.

• Actively manages the account to protect and grow the company's business; coordinates all account forecasts, planning and reporting.

• Directs and coordinates all activity on account(s).

• Focuses on generating net new business 

• Builds, monitors and manages sales pipeline activity.

• Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.

• Enters all opportunities in pipeline tool and updates them weekly

• Builds a list of customers willing to be a reference in person or print.

• 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 (Volume Direct or Indirect).

Education and Experience Required:

• University or Bachelor's degree; Advanced degree or MBA preferred.

• Prior selling experience includes multiple, diverse set of selling responsibilities.

• Viewed as expert in given field by company and customer; is a mentor of selling strategy, including designing strategy.

• Typically 12+ years of experience as referenced above.

• 5 years commercial account management experience.

• Highly experienced in product specialty (computers, printers, servers, storage).

• Experience in related industry.

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