Account Executive - Cisco, West
About The Position
The Account Executive will be a relationship-oriented sales professional responsible for developing, managing, and growing the company’s partnership with an assigned portfolio of accounts. This individual will need to maintain an overall understanding of the company’s offerings and possess 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 increased share of 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.
Requirements
- Four-year degree from an accredited college or university; preferably in business or management
- 3 - 5 years of experience in a 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 and closing deals
- 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
- Channel Experience
Nice To Haves
- Proficiency in SAP and Salesforce.com is a plus
- Experience working with Cisco sales channel
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 in order 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, RFS and Sales Support to support business development at the assigned accounts
- 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
Benefits
- medical/dental/vision coverage
- life insurance
- 401(k) plan with matching provision
- 128 hours of paid time off (PTO) each calendar year
- 8 paid company holidays
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
