Key Account Sales Representative

Company Description

At Western Digital, our vision is to power global innovation and push the boundaries of technology to make what you thought was once impossible, possible.

At our core, Western Digital is a company of problem solvers. People achieve extraordinary things given the right technology. For decades, we’ve been doing just that—our technology helped people put a man on the moon and capture the first-ever picture of a black hole.

We offer an expansive portfolio of technologies, HDDs, and platforms for business, creative professionals, and consumers alike under our Western Digital®, WD®, and WD_BLACK™, Professional brands.

We are a key partner to some of the largest and highest-growth organizations in the world. From enabling systems to make cities safer and more connected, to powering the data centers behind many of the world’s biggest companies and hyperscale cloud providers, to meeting the massive and ever-growing data storage needs of the AI era, Western Digital is fueling a brighter, smarter future.

Today’s exceptional challenges require your unique skills. Together, we can build the future of data storage.

Job Description

The Key Account Sales Representative plays a vital role in driving business growth and maintaining account satisfaction. This position works closely with the sales leader to achieve quarterly revenue and margin targets for a designated key account. The role requires proactive involvement in sales operations, effective data management, and cross-functional collaboration.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Sales Operations and Data Management

• Collect and distribute ad hoc meeting notes to facilitate clear communication across all teams involved.
• Prepare and summarize demand and supply information for both internal departments and external partners, supporting informed business decisions.
• Maintain and update Total Addressable Market (TAM) data, including performing regular TAM exercises and providing quarterly reporting in the Customer folder.
• Track and project historical revenue, ensuring that all documentation and analysis are accurate and up to date.
• Align and resolve internal invoice issues to streamline processing and improve workflow.
• Review monthly or quarterly customer rebate reports and obtain customer confirmation of data accuracy before payment or credit memos are issued.
• Provide quarterly earnings summaries following customer earnings reports.
• Support Executive Business Reviews (EBR) and prepare materials for executive meetings.
• Organize and schedule one-on-one meetings as required.
• Create and maintain current organizational charts for reference and planning.
• Oversee the creation of SRTC/PAC documents and monitor their progress through the approval process.

Forecasting and Supply Alignment

• Submit, track, and maintain accurate forecasting data across all company platforms.
• Ensure the Business Unit is informed of and maintains a robust supply pipeline to satisfy forecasted/ PO secured demand.

Purchase Order (PO) Tracking and Maintenance

• Collaborate with the customer to ensure mass production POs are placed within lead time
• Engage directly with Original Design Manufacturers (ODMs) who may place orders on behalf of the primary customer.
• Work closely with Customer Operations to maintain, track, and communicate shipment schedules to customers.
• Support the timely receipt and tracking of qualification POs to ensure seamless operations.

Reporting and Weekly Updates

• Partner with the sales leader to prepare comprehensive weekly updates for management, ensuring leadership is informed of account status and progress.

Meeting Management

• Organize and schedule both internal and external meetings, coordinating logistics as necessary.
• Collect, organize, and distribute meeting notes to all relevant parties for effective follow-up and action.

Supply Coordination

• Work with the Customer Operations team to prepare for, lead, and communicate during weekly supply update meetings.

External Customer Meeting Preparation and Market Knowledge

• Prepare thoroughly for external customer meetings, ensuring all materials and information are ready, relevant and accurate.
• Stay informed of market trends and competitive dynamics to maintain strong market and competition knowledge.

• Collaborate consistently with Internal Product Team leads to cultivate comprehensive expertise in the WD Roadmap, products, technologies, and features.

Meeting and RFQ Management

• Organize and schedule both internal and external meetings efficiently.
• Collect, organize, and distribute meeting notes in a timely manner.
• Collaborate with the sal