Field Account Manager

Sterling Computers Corporation•St. Louis, MO

About The Position

The Field Account Manager acquires new customers through outbound and inbound inquiries and by leveraging a contact network in the assigned region. The role involves reaching out to potential customers and delivering sales presentations; identifying, developing, and closing sales opportunities; building customer trust and rapport; collaborating with the Sterling account team; and developing relationships with strategic technology partners represented by Sterling. The position serves SLED and commercial customers in the St. Louis, Missouri area. It requires field-sales and sector-specific experience, strong communication and analytical skills, and the ability to understand and explain technology solutions in terms of customer needs. A four-year degree is required, although significant sales experience and a proven track record may be accepted in lieu of a degree.

Requirements

At least five years of overall field-sales experience.
Three years of related experience in the commercial, state, local, and education sectors.
A four-year degree, or significant sales experience and a proven track record in identifying funding opportunities, fostering customer cultivation, and exceeding sales expectations 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 establish C-level relationships with potential customers.
Identify and capture new leads through customer and opportunity cultivation, and 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 gathered from meetings with customers and decision makers; coordinate opportunity responses with inside account managers; and fully document opportunities in Salesforce.
Develop and manage Sterling's relationships with customers from initial contact through product fulfillment.
Develop and maintain relationships with strategic partners and manufacturer account representatives, coordinating with partners on emerging customer requirements, concerns, and opportunities.
Research and participate in training sessions offered by strategic partners, and understand and explain 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.