Enterprise Account Executive

StarTech.com • Saint Petersburg, FL

2d • Remote

About The Position

As an Enterprise Account Executive (Internally Customer Success Manager) at StarTech.com, you’ll own the Identification, growth and expansion of strategic relationships within Global 5000 organizations. You’ll uncover whitespace, increase adoption across StarTech.com product categories, develop account-growth strategies, and turn customer insight into measurable commercial opportunities and revenue. This is not a traditional Customer Success role. Identifying and building relationships matter because of what they enable: access, insight, influence, product adoption, opportunity creation, and growth. You’ll work directly with IT and AV technology professionals, influencers, and decision-makers inside large, complex organizations. Understanding how these organizations operate, where technology decisions are made, and how needs develop across teams, locations, and business units will be central to your success.

Requirements

• At least 10 years of experience in business development and commercial team leadership in the information technology industry, focused on connectivity hardware (preferred) or an adjacent technology focused industry.
• Track record of exceptional listening, analytical and problem-solving capabilities requiring interaction with multiple departments internally and external execution across a multi-tier value chain.
• Demonstrated tenacity, customer-orientation, and the ability to initiate relationships with IT decision-makers at large and/or high-potential organizations.
• Demonstrated understanding of customer needs, and experience translating customer needs into business results/growth.
• Experience crafting, developing, and executing cross-functional business plans that enable the collaboration of various departments and stakeholders to achieve company objectives.
• Entrepreneurial and Customer-centric Mindset: Entrepreneurial disposition and a commitment to understanding customer needs, empathizing with their challenges, developing solutions and delivering exceptional customer experiences by embracing and applying the company’s business model.
• Strategic Thinking: Ability to analyze market trends, customer needs, and competitive landscapes to develop long-term business strategies that drive revenue growth.
• Industry Knowledge: Familiarity with the technology industry and value chain, including an understanding of industry trends, dynamics, and the competitive landscape.
• Leadership and Team Management with a One Team Mindset: Experience in leading and motivating cross-functional teams, setting performance goals, providing feedback, and fostering collaboration. An approach that applies big-picture thinking to take decisions for the greater good of the company, fostering a One Team spirit.
• Communication and Interpersonal Skills: Exceptional verbal and written communication skills, including active listening, persuasive presentation abilities, to foster relationship-building with clients and internal stakeholders.
• Customer Success Management: Expertise in designing and implementing customer success strategies to drive customer loyalty, satisfaction, and growth. A commitment to continuous improvement by staying up to date on industry trends, customer success best practices, and emerging technologies that can enhance business development efforts.
• Technical Aptitude: Above average technical knowledge to comprehend the company's product offerings, provide technical guidance to customers, and collaborate effectively with product development teams.
• Project Management: Ability to manage multiple projects simultaneously, set priorities, allocate resources, and ensure timely delivery of customer success initiatives and business development activities.
• Metrics and Reporting: Proficiency in defining and tracking key performance indicators (KPIs) to measure the success of customer success and business development efforts. Ability to leverage comprehensive reports and dashboards to communicate results and insights.
• Curiosity, Adaptability, and Resilience: Insatiable curiosity, willingness to embrace change, work in a fast-paced environment, and quickly adapt to customer and market dynamics. Ambition and a bias toward action, ensuring a proactive approach to both internal and external interactions. A can-do attitude that focuses on opportunities and problem-solving.
• Business Acumen: Understanding of financial concepts, profit margins, revenue forecasting, and budget management. Ability to align initiatives with overall business goals.
• Customer Relationship Management (CRM): Proficiency in utilizing CRM tools to manage customer interactions, track sales activities, and identify growth opportunities.

Nice To Haves

• Connectivity hardware focus
• Adjacent technology focused industry experience

Responsibilities

• Grow strategic enterprise accounts. Expand revenue and product adoption across Global 5000 relationships by uncovering whitespace and new opportunities.
• Build the account strategy. Turn customer insight, account data, and commercial potential into focused growth plans that prioritize where to play and how to win.
• Identify the key stakeholders. Identify and expand your contact network within Global 5000 partners through research, referral and social connections to create awareness, expand opportunity and establish StarTech.com as the preferred IT/AV solution partner.
• Turn insight into opportunity. Connect customer challenges to StarTech.com solutions, creating compelling opportunities to broaden adoption and grow the business.
• Mobilize the right teams. Bring together expertise across StarTech.com to advance high-value opportunities and convert account strategy into revenue.

Benefits

• StarTech.com has been recognized as one of Canada’s Best Managed Companies by Deloitte for 15 consecutive years
• ranked in the top 5% of companies worldwide for sustainability by EcoVadis
• StarTech.com is an Equal Opportunity Employer.
• StarTech.com will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed