Field Account Manager

Sterling Computers Corporation•Madison, WI

About The Position

The Field Account Manager is responsible for acquiring 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 trust and rapport with customers and prospective customers; collaborating with the Sterling account team; and building relationships with strategic technology partners represented by Sterling. The position serves the SLED and commercial sectors in Madison and Milwaukee, Wisconsin. The Field Account Manager is expected to meet sales goals and activity requirements, develop and manage customer and partner relationships, document opportunities in Salesforce, and understand and articulate technology solutions to customers.

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 other 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 their application 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 build C-level relationships with potential customers.
Identify and capture new leads, cultivate customer and opportunity relationships, and summarize opportunities for internal review.
Analyze and articulate new business and customer opportunities, including deal size, key customer players and decision makers, and approaches for securing customers.
Identify opportunities and potential competition; document requirements obtained from customers and decision makers; 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 with partners on emerging customer requirements, concerns, and opportunities.
Research and participate in strategic partner training sessions, and understand and competently articulate technology solutions to customers.
Identify relevant conferences and trade shows within the territory, attend as appropriate, and 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.