Field Account Manager

Sterling Computers Corporation•Davenport, IA

About The Position

The Field Account Manager is responsible for acquiring new customers through inbound and outbound inquiries and leveraging a contact network in the assigned region. The role involves reaching out to prospective customers and delivering sales presentations; identifying, developing, and closing sales opportunities; building customer trust and rapport; collaborating with Sterling’s account team; and developing relationships with strategic technology partners represented by Sterling. The Field Account Manager works with customers and internal teams to develop business, maintain accounts, understand technology solutions and customer requirements, and support sales and business-development pursuits. The position covers the Quad Cities area of Iowa and reports to the Vice President of Sales for SLED/Commercial.

Requirements

At least five years of overall field sales experience.
At least three years of related experience in the commercial, state, local, and education sectors.
A four-year degree is required; significant sales experience and a proven track record in identifying funding opportunities, fostering customer cultivation, and exceeding sales expectations may be accepted in lieu of a degree.
Proficiency in Microsoft Excel, Word, Outlook, and Adobe Acrobat Professional.
Experience using Salesforce or a similar CRM.
Ability to communicate, coordinate, and work effectively with inside account managers and coworkers.
Strong work ethic and team-player mentality.
Ability to work independently, demonstrate initiative, and set and achieve personal and team goals.
Strong verbal and written communication skills.
Ability to interact competently with engineering and product-management development teams.
Proven business-development success and strategic sales vision.
Ability to understand and articulate technology solutions and how they apply to customers.
Strong analytical and problem-solving skills.

Responsibilities

Meet weekly, monthly, and quarterly sales goals and sales activity requirements.
Meet face-to-face with customers regularly, present to customers at various levels, and help Sterling develop C-level relationships with potential customers.
Identify and capture new leads through customer and opportunity cultivation; summarize opportunities for internal review.
Analyze and articulate new business and customer opportunities, including deal size, key customer players and decision makers, and strategies for securing customers.
Identify opportunities and potential competition, document customer requirements obtained from meetings, coordinate opportunity responses with inside account managers, and fully document opportunities in Salesforce.
Develop and manage relationships between Sterling and customers from initial contact through product fulfillment.
Develop and maintain relationships with strategic partners and manufacturer account representatives; coordinate on emerging customer requirements, concerns, and opportunities.
Research and participate in training sessions offered by strategic partners, and understand and competently articulate technology solutions to customers.
Identify relevant conferences and trade shows in the territory and attend as appropriate; work with the marketing department to develop required messaging.
Support marketing, sales, and business-development pursuits as needed to develop and maintain accounts.
Draft proposal responses and quotations as needed.
Conduct account analysis, sales projections, and key-account approach planning in the assigned territory.
Accurately and efficiently document customer information and sales activity.