Texas: Account Executive - Cisco

ScanSource•Dallas, TX

7d•$105,000 - $112,000•Onsite

About The Position

The Account Executive will be a relationship-oriented sales professional, who will play the role in developing, managing and growing the company’s partnership with the assigned portfolio of accounts. This individual will be responsible for maintaining an overall understanding of the company’s offerings and deep industry expertise to drive account growth by bringing ScanSource to the assigned portfolio of accounts. The Account Executive will nurture relationships with key decision makers to encourage and facilitate strong portfolio growth and an increased share of their wallet. This individual will serve as the main point of contact for the account and business leaders and will drive the overall ScanSource sales strategy for the account. The Account Executive will be responsible for understanding their accounts’ overall health, identifying areas for growth opportunities, and leading the account planning and forecasting activities. The Account Executive will be responsible for finding new partners to work with ScanSource as their primary distributor.

Requirements

Four-year degree from an accredited college or university; preferably in business or management
3-5 years of experience in physical security sales or relevant business development or account management role
Demonstrated experience in account management, building and maintaining executive relationships, identifying sales growth opportunities, and negotiating
Demonstrated experience in identifying opportunities to expand solution portfolios and growing accounts base revenue streams
History of high performance (e.g. Presidents club, quota achievement, etc.)
Cisco Product Knowledge or Experience
Ability to sit at a computer terminal for long periods of time.
Ability to be physically in attendance at workstation at designated company office location during normal business hours designated for this position.
Ability to travel at least 50% of the time, on short notice as needed.
Ability to lift 25 pounds.

Responsibilities

Manage profitability and growth of the assigned portfolio of accounts
Focus on penetrating accounts and increasing company’s share of wallet; identify opportunities to grow the portfolio of products at the assigned accounts and increase deal size
Articulate value proposition to forge strong relationships with customers and cultivate loyalty in order to drive higher share of wallet and increased growth
Collaborate with partner leaders to understand their strategic vision to identify and capitalize on business opportunities across company product families and the vendor base to drive solution selling
Manage and grow the overall account relationships and develop a targeted account strategy to encourage growth
Drive pipeline and forecast development and reporting using Salesfore.com
Lead account planning activities for the assigned accounts through ongoing business reviews and formal quarterly reviews & QBR’s
Responsible for attaining quota based on the assigned customer base; responsible for maintaining and increasing CAGR
Coordinate specialized Company resources including Inside Sales Representatives, Services, FS and Sales Support to support business development at the assigned accounts
Actively recruit and develop new partners to source their products through ScanSource.
Create, manage and grow relationships with manufacturer field and channel teams.
Identify and advise customers on opportunities to enable new business models based on the Company portfolio of solutions
Develop and maintain deep understanding of assigned accounts business models, competitors and industry trends
Maintain deep understanding of the Company solution offerings for the assigned accounts
Collaborate with the assigned accounts to proactively identify opportunities that will facilitate growth
Help partners with understand manufacturer partner requirements and certifications