Field Account Manager

Sterling Computers Corporation

11d

About The Position

The Field Account Manager is responsible for acquiring new customers through outbound and inbound inquiries and leveraging your contact network in the assigned region. In this role you will be responsible for reaching out to potential customers delivering a sales presentation; identifying, developing and closing sales opportunities; building trust and rapport with customers/prospective customers; collaborating with your Sterling account team; building relationships with strategic technology partners that Sterling represents.

Requirements

• Able to communicate, coordinate, and work effectively with inside account managers and other coworkers.
• Possess a strong work ethic and team player mentality.
• Able to work independently, demonstrate strong initiative, and set and achieve personal and team goals.
• Strong verbal and written communication skills.
• Competently interact with a variety of engineering and product management development teams.
• Proven track record of business development success and strategic sales vision.
• Able to comprehend, understand, and articulate technology solutions and how they best apply to customers.
• Able to support marketing, sales and business development pursuits as needed to develop and maintain accounts.
• Able to draft proposal responses and quotations as needed.
• Capable of conducting account analysis, sales projections, and key account approach planning in assigned territory.
• Strong analytical and problem-solving skills.
• Able to accurately and efficiently document customer information and sales activity.
• The Field Account Manager should be proficient in Microsoft Excel, Word, Outlook, and Adobe Acrobat Professional. Experience using Salesforce—or similar CRM—is required.
• The Field Account Manager should have at least five (5) years overall experience in sales and three (3) years related experience within the commercial, state, local and education sectors. A 4-year degree is required, however, significant sales experience and a proven track record in identifying funding opportunities, fostering customer cultivation, and exceeding sales expectations in lieu of a degree is acceptable.

Responsibilities

• Meet weekly, monthly, and quarterly sales goals and sales activity requirements as.
• Meet face-to-face with customers regularly. Interact and present to customers at various levels and help Sterling create C-Level relationships with potential customers.
• Identify and capture new leads, including customer/opportunity cultivation. Summarize opportunities for internal review.
• Analyze and articulate new business/customer opportunities in terms of deal size, key customer players and decision makers, and how to secure those customers.
• Identify opportunities and potential competition, document key customer requirements obtained from meetings with key customers and customer decision makers. Coordinate response to opportunity with inside account managers. 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 with appropriate strategic partners on emerging customer requirements, concerns, and opportunities.
• Research and participate in training sessions offered by strategic partners. Understand and competently articulate technology solutions to customers.
• Identify key conferences and trade shows within territory and attend as appropriate. Work with marketing department to develop required messaging.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level