Enterprise Account Manager
About The Position
The Enterprise Account Manager serves as the overall account lead and single point of contact for multiple large named accounts in an assigned country, geographic territory, or industry. The role develops an understanding of clients’ business and IT challenges, delivers value to clients, and grows company revenue and margin. The account manager focuses on a specialty area such as computers, servers, storage, services, or printers, and works to expand existing business, pursue complex solutions, and identify new opportunities. Accounts may be managed remotely, with support primarily from presales and inside sales resources. The position applies subject matter knowledge to a range of business issues, exercises independent judgment, and may lead team or project activities. Although designated as remote/teleworker, the ideal candidate will live within a one-hour drive of Orange County/Los Angeles to engage with customers.
Requirements
- Typically 5–8 years of relevant experience.
- Account management experience.
- Experience in a product specialty such as computers, printers, servers, or storage.
- Deep knowledge of basic and enhanced products, solutions, services, and competitor offerings.
- Extensive vertical industry knowledge and advanced selling skills.
- Ability to understand customer needs and apply standard or 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 specialty solutions 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.
- Strong competitive selling skills and a good understanding of channels and partnerships.
- The ideal candidate will be within a one-hour drive of Orange County/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, portfolio management, and selling a range of company products and solutions.
- Use specialty expertise to develop existing opportunities and expand into additional business units within accounts.
- Build professional relationships with clients, including executive-level contacts, and develop an understanding of their business needs.
- Engage partners effectively to improve win rates on selected deals.
- Build growth opportunities through account planning and actively manage the planning process with scheduled reviews and updates.
- Generate leads for volume products and certain value products, collaborating with specialists or partners as needed.
- Achieve and manage quarterly, half-yearly, or yearly quota.
- Enter opportunities into 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, taking full or partial account ownership depending on account coverage.
- Act as a first interface for international accounts in collaboration with global business 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
- A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
- Career development programs to support professional goals, including becoming a subject-matter expert or applying skills in another division.
- Flexibility to manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
