Enterprise Account Manager
About The Position
The Enterprise Account Manager serves as the overall account lead and single point of contact for large named accounts. The role develops an understanding of clients’ business and IT challenges, drives value for clients, and maximizes company revenue and margin. It focuses on growing existing business, pursuing complex solutions and new opportunities, and selling hardware, software, services, and other company products. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The position is designated Remote/Teleworker, with an ideal candidate located within a one-hour drive of Orange County or Los Angeles to engage with customers. The role applies developed subject-matter knowledge to diverse and complex business issues, exercises independent judgment, and may lead team or project activities. The account manager coordinates account planning, sales strategy, pipeline activity, partner engagement, and quota achievement. The position also works with global and local teams on international accounts and selects appropriate direct or indirect supply-chain approaches to meet customer requirements.
Requirements
- Account management experience.
- Typically 5–8 years of relevant experience.
- Experience in a product specialty such as computers, printers, servers, or storage.
- Deep knowledge of basic and enhanced products, solutions, services, and competitors’ offerings.
- Extensive vertical-industry knowledge and advanced selling skills.
- Broad understanding of customer needs and ability to apply standard and creative solutions.
- Ability to coordinate internal and external partners to deliver appropriate solution sales.
- Ability to interface with senior-level internal stakeholders and external client and partner groups.
- Ability to adjust business plans based on account and industry-segment opportunities.
- Consultative selling skills to help customers make IT business decisions.
- Partner-organization knowledge and partner-management skills.
- Ability to conceptualize and articulate well-targeted solutions in a specialty area, from proposal through contract sign-off.
- Ability to understand customer business issues and translate them into company solutions.
- Ability to prioritize and drive strategic solution-based sales activity.
- Competitive selling skills and a good understanding of channel partnerships.
- The ideal candidate will be within a one-hour drive of Orange County or Los Angeles to engage with customers.
Nice To Haves
- University or bachelor’s degree preferred.
Responsibilities
- Coordinate and own account plans for strategic commercial accounts through the account planning process.
- Focus on larger deals and opportunities, value and/or volume portfolio management, and selling a range of company products and solutions.
- Use specialty expertise to leverage existing opportunities and expand into additional business units within accounts.
- Establish professional relationships with clients up to the executive level and develop an understanding of their unique business needs.
- Engage partners effectively to improve win rates on selected deals.
- Build growth opportunities through account planning and manage the planning process with scheduled reviews and updates.
- Generate leads for company volume products and certain value products, collaborating with other specialists or partners as needed.
- Achieve and manage quarterly, half-yearly, or yearly sales quotas.
- Enter opportunities in pipeline tools, update them weekly, and recommend and implement pipeline-management practices.
- Sell solutions that include hardware, software, and services.
- Build and deploy territory account plans in collaboration with partners and specialists.
- Implement margin-recovery activities and strategies, with full or partial account ownership depending on account coverage.
- Serve as a first interface for international accounts in collaboration with global business team members and local teams.
- Identify customer requirements, match them with company capabilities, and select the appropriate direct or indirect supply chain.
- Review and design sales policy and strategy.
Benefits
- Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
- Career development programs to support professional growth and career goals.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
